Comments on: What’s the biggest frustration for sales managers? http://sales20network.com/blog/?p=404 Sharing sales insight, hindsight and a little foresight Tue, 31 Aug 2010 18:28:07 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: Ben Shute http://sales20network.com/blog/?p=404&cpage=1#comment-4170 Ben Shute Tue, 09 Mar 2010 04:39:07 +0000 http://sales20network.com/blog/?p=404#comment-4170 Hi Donal Great post, and interesting to get an insight into the kind of things that frustrate managers. There is no doubt that there has been a fundamental shift in the way selling and buying is done, and in my industry (media), it has certainly been a case of some of the old guard not asking themselves at least the first 2 of your questions. I think a sales process is something that should be reviewed on a bi-annual basis. Not to say it needs to change that often, but commerce is moving at such a rapid pace now that in reviewing it less often than this, your sales organisation may fnd itself too far behind to keep up, or affect change in such a fashion that it doesn't render skill sets redundant and have a process that is too hard for people to get their head around. cheers Ben Hi Donal

Great post, and interesting to get an insight into the kind of things that frustrate managers.

There is no doubt that there has been a fundamental shift in the way selling and buying is done, and in my industry (media), it has certainly been a case of some of the old guard not asking themselves at least the first 2 of your questions.

I think a sales process is something that should be reviewed on a bi-annual basis. Not to say it needs to change that often, but commerce is moving at such a rapid pace now that in reviewing it less often than this, your sales organisation may fnd itself too far behind to keep up, or affect change in such a fashion that it doesn’t render skill sets redundant and have a process that is too hard for people to get their head around.

cheers
Ben

]]> By: Donal Daly http://sales20network.com/blog/?p=404&cpage=1#comment-4152 Donal Daly Sun, 07 Mar 2010 12:48:07 +0000 http://sales20network.com/blog/?p=404#comment-4152 Stuart Thanks for the comment. Yep. sales process is really critical. You might have seen we launched Dealmaker Genius to help sales leaders create a sales process automatically. If you've not seen it - it's here http://bit.ly/9IDi2Y Enjoy! Stuart
Thanks for the comment.
Yep. sales process is really critical.
You might have seen we launched Dealmaker Genius to help sales leaders create a sales process automatically.
If you’ve not seen it – it’s here http://bit.ly/9IDi2Y
Enjoy!

]]> By: Stuart Armstrong http://sales20network.com/blog/?p=404&cpage=1#comment-4143 Stuart Armstrong Sat, 06 Mar 2010 19:03:37 +0000 http://sales20network.com/blog/?p=404#comment-4143 Not following sales process. As mentioned above, are these processes reflecting and enhancing the buyers process (ie Buyer2.0 world)? ie. spending hours filling in dozens of CRM fields, etc. or dealing with poor, sloppy prospect data etc. Well as CSO study shows, 50% reps not making quota. So about 25-40% of Sales managers not meeting Team KPI's. In the hockey world, coaches like that gotta find another rink after 2 yrs. (or change the way they play) regards, Stuart Not following sales process. As mentioned above, are these processes reflecting and enhancing the buyers process (ie Buyer2.0 world)?

ie. spending hours filling in dozens of CRM fields, etc. or dealing with poor, sloppy prospect data etc.

Well as CSO study shows, 50% reps not making quota. So about 25-40% of Sales managers not meeting Team KPI’s. In the hockey world, coaches like that gotta find another rink after 2 yrs.

(or change the way they play)

regards,

Stuart

]]> By: Donal Daly http://sales20network.com/blog/?p=404&cpage=1#comment-4057 Donal Daly Tue, 02 Mar 2010 15:09:42 +0000 http://sales20network.com/blog/?p=404#comment-4057 Sandeep, thanks for the comment. The core issue, of not realigning sales processes, in tandem with (or before) CRM implementation is a really important one. One of the challenges might be the expense and time involved. Look back here next Monday to see an exciting announcement about that. Thanks for your contribution. Donal Sandeep, thanks for the comment.
The core issue, of not realigning sales processes, in tandem with (or before) CRM implementation is a really important one. One of the challenges might be the expense and time involved. Look back here next Monday to see an exciting announcement about that.
Thanks for your contribution.
Donal

]]> By: Sandeep Arora http://sales20network.com/blog/?p=404&cpage=1#comment-4053 Sandeep Arora Tue, 02 Mar 2010 11:49:09 +0000 http://sales20network.com/blog/?p=404#comment-4053 Hello Donal. One of the challenges that I see is that organizations are taking exisiting sales process and then implementing a CRM tool around that process. The problem with that is the assumption of the senior management that they can implement the CRM tool without redefining/re architecting their sales process. We are seeing a big surge in the marketplace for implementation of CRM solution however that is not always accompanied by a realignment of their sales processes. Additionally, while leading CRM application vendors have started the process, not many Social media applications are yet tightly integrated with these CRM applications to support a Sales 2.0 process. I think over the next 12 - 18 months we will see a major shift as CRM applications, fully integrated with Social Media including Social Networking, becomes a norm and sales organization will find it easy to adopt and implement. Thanks Sandeep Hello Donal.

One of the challenges that I see is that organizations are taking exisiting sales process and then implementing a CRM tool around that process. The problem with that is the assumption of the senior management that they can implement the CRM tool without redefining/re architecting their sales process. We are seeing a big surge in the marketplace for implementation of CRM solution however that is not always accompanied by a realignment of their sales processes. Additionally, while leading CRM application vendors have started the process, not many Social media applications are yet tightly integrated with these CRM applications to support a Sales 2.0 process. I think over the next 12 – 18 months we will see a major shift as CRM applications, fully integrated with Social Media including Social Networking, becomes a norm and sales organization will find it easy to adopt and implement.

Thanks

Sandeep

]]> By: Donal Daly http://sales20network.com/blog/?p=404&cpage=1#comment-4044 Donal Daly Mon, 01 Mar 2010 13:02:56 +0000 http://sales20network.com/blog/?p=404#comment-4044 Hi Dan, Thanks for the comment. I think it is about making sure the process reflects not just how the customer buys (that's essential) but also is aligned with how your organization works. That's what encourages sales person adoption of the process and reduce the occurrence of making the same mistakes repeatedly. Also, (and I'm this is clearly biased by what we do with Dealmaker) it's important to have a technology supported sales process - so that communication is up-tyo-date in real-time between sales person and sales manager. Stay tuned here this week to see an exciting announcement about sales process creation. Thanks Donal Hi Dan,
Thanks for the comment.
I think it is about making sure the process reflects not just how the customer buys (that’s essential) but also is aligned with how your organization works. That’s what encourages sales person adoption of the process and reduce the occurrence of making the same mistakes repeatedly. Also, (and I’m this is clearly biased by what we do with Dealmaker) it’s important to have a technology supported sales process – so that communication is up-tyo-date in real-time between sales person and sales manager.
Stay tuned here this week to see an exciting announcement about sales process creation.
Thanks
Donal

]]> By: Dan Tyre http://sales20network.com/blog/?p=404&cpage=1#comment-4043 Dan Tyre Mon, 01 Mar 2010 12:53:34 +0000 http://sales20network.com/blog/?p=404#comment-4043 A defineable sales process is pretty important for scale and efficiency. The biggest frustration that I have seen is communication and repeatedly making the same mistakes. It is ok to fall into a pothole once (maybe twice) but continually repeating the same mistake can cause additional frustration. A defineable sales process is pretty important for scale and efficiency. The biggest frustration that I have seen is communication and repeatedly making the same mistakes. It is ok to fall into a pothole once (maybe twice) but continually repeating the same mistake can cause additional frustration.

]]> By: Peter Taylor http://sales20network.com/blog/?p=404&cpage=1#comment-4040 Peter Taylor Mon, 01 Mar 2010 09:19:19 +0000 http://sales20network.com/blog/?p=404#comment-4040 Great post Donal. The front line sales manager has to be THE crucial function for a selling company to sell well. If they don't work well, you've got problems, since they're key to getting the guys right. Great post Donal. The front line sales manager has to be THE crucial function for a selling company to sell well. If they don’t work well, you’ve got problems, since they’re key to getting the guys right.

]]> By: uberVU - social comments http://sales20network.com/blog/?p=404&cpage=1#comment-4037 uberVU - social comments Sun, 28 Feb 2010 19:19:22 +0000 http://sales20network.com/blog/?p=404#comment-4037 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by sales20network: New blog post: What's the biggest frustration for sales managers? http://sales20network.com/blog/?p=404... Social comments and analytics for this post…

This post was mentioned on Twitter by sales20network: New blog post: What’s the biggest frustration for sales managers? http://sales20network.com/blog/?p=404...

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