The title should have been The Three Biggest Challenges Facing Sales Today, and what to do about them. But I don’t have that much space.

Sales Has Changed, but Some Challenges Haven’t Changed 

I’ve been in and around sales for more than 45 years. It’s changed. A lot. Unfortunately, it hasn’t changed fast enough in some sectors. Because we continue to have bad examples such as this, Just Say No to Bad Sales Tactics. Salespeople today face challenges I couldn’t have imagined in 1970:

  • Navigating CRM systems
  • Content management, social media, and more
  • Keeping up with ever-changing products
  • Following the lead cycle

Sales challenges vary by industry, geography, and target market. An organization’s approach towards sales impacts the challenges faced, as do recruiting, onboarding, and continuous training. However, these three are challenges shared by most businesses, large and small. Here are three sales challenges that aren’t going away.

The Three Biggest Challenges Facing Sales

Finding the Time to Do Your Job

Systems have become more efficient and yet more complicated. Too often, salespeople spend more time following up with production and delivering products and services than they spend selling. What to do about it. Are You Giving Your Sales Team Time to Sell?

Getting Your Sales and Marketing on the Same Page

Siloing is everywhere, including between sales and marketing. How often has your marketing team promoted a product that the sales team needed more knowledge of, or sales not communicating customer needs to marketing? A disconnect between sales and marketing is a problem in too many organizations. How to Fix it. Are Your Sales and Marketing on the Same Page? And for the team, How to Demolish Silos and Why You Should

Avoiding Communication Breakdown

In 1970, communication was easy; you had three choices: the phone (landline only), Mail (that’s postal service, not Email), or Face-to-face. There wasn’t much confusion. Today, there are too many preferences to list, such as Email, text, social media, and more. The key is learning your customer’s communication preferences, if you don’t, you’ll never get to the decision maker. How to improve communication. Why Communication in the Workplace Sucks  And How to Keep Customers Happy or Lose Them

Three Opportunities to Improve 21st Century Sales 

Three challenges—three opportunities: organizations spend thousands on CRM systems, sales training, and advertising. All in the hope of improving sales numbers and, therefore, positively impacting the bottom line. However, taking on the challenges of making time to sell, aligning sales and marketing, and discovering your customer’s communication preferences is more than a hope. Improving these challenges will improve sales, and it doesn’t cost thousands of dollars.

Are You in Sales Management?

Are you leading people or managing projects? Do you set goals based on activities to continue, eliminate, or improve or do you strictly look at the results? Do you believe one sales strategy fits all your clients and all your sales team? If so, you’re walking the streets I paved, and those streets lead to disappointment. The good news is if you recognize these behaviors in yourself, you can change. I did. I eventually became a highly effective sales manager and so can you. This workbook is the place to start. The New Sales Managers Workbook