What’s your biggest Sales Headache right now?

September 26, 2009 by Shirleen Von Hoffmann Leave a reply »

What is it that you find the most challenging today?j0433797

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23 Responses

  1. Prospect lack of DP – even for 3.5% down. Very tough to build value it’s about price, price, price which is driven by the forclosures

  2. Interesting Kevin, lack of down payment was what got us into the mortgage mess to begin with. I find many people are too overwhelmed with the “toys” and payments for such to have money left to purchase a home.

  3. Jim Stringer says:

    Jim Stringer
    V.P. Of Sales

    Compensation packages. Starting with mine.

    Owner not willing to change with the times. Still selling the same way, even though it has proven itself not to work any more

  4. Ian Bennett says:

    Ian Bennett
    Director of Business Development at Girard
    Environmental Services, Inc.

    People low balling everything that comes their way instead of trying to sell on quality first.

  5. Kenneth Roberts says:

    Kenneth Roberts
    New Home Sales Professional

    It is good to know that I am not the only one who feels this way. Jim, Ian: I agree with both of you entirely. Sometime it feels like we are stuck in the 80’s. This is a whole new ballgame now and should be treated as such.

  6. Jim Stringer says:

    Jim Stringer
    V.P. Of Sales

    This is true Ken. In most of the companies that I go in lately, there is little to no support for the sales staff. Not only do they refuse to pay, they refuse to help with lead generation, re-designing of marketing materials that are outdated, appointment setting… Thats fine, but the expectations for an ROI right out of the blocks is higher, as well. They want the rep to work for little or no base, and survive long sales cycles doing everything. (I can’t believe they don’t understand how expensive it is to turn and burn.) Now, I can hire and train good people to cold call and sell. But, the more you put on their plate, the longer it takes, and the more talented they need to be. Talented people cost money.

    The other attitude that really makes me mad is that they think, because people are so desperate for work right now, that they can get higher end people and pay them like rookies. I am floored that a business owner thinks that will work.

  7. Kenneth Roberts says:

    Kenneth Roberts
    New Home Sales Professional

    The owners and managers that you speak of never seem to realize that they are making it harder to sell. Morale is down, high pressure tactics are on the rise. I am fortunate that I can avoid the in house politics of many companies. I just do my thing. If left alone; I will sell the product.

    Your second paragraph may soon be a reality for me. I have been in sales for a long time and I am considering a move back to Long Island. Long Island companies are notoriuos for high demands and low pay (most of them). I do not have to move rherefore I can take my time to find the right position where I can work as a sales manager or work in sales for a company I can believe in.

  8. Thanks for all the response.

    Jim and Kennth,

    I find that most Sales People perform best when left alone to do their thing but supported in the background. That means with great training when inspiration is needed, respect from the Corporate Office and a Great Sales Manager who leads and inspires them. But first and foremost the pay needs to be in alignment with the skills and talents of that individual. Tenure doesn’t always mean great pay if your not a great Sales Person. I have found that I am the one who has to negotiate my worth right from the start and if and when the company doesn’t seem to be appreciating that worth, I find a Company who will.

    Great Comments…

  9. Brenda Reuter says:

    Brenda Reuter
    Roll Off/Special Waste Sales Mgn at Athens Services

    Finding the time to follow up with prospects. I am currently handling two separate positions with my company. Each job is as different as oil and water. Wearing both hats makes it difficult to focus on each step of the sales process.

  10. Mike Scaglione says:

    Mike Scaglione
    Business Development Director at GraphXSource

    Lately, it’s been trying to pin down the key contact. It seems that everyone is running hard and passing over opportunities.

  11. Keegan Covell says:

    Keegan Covell
    Advertising Manager at Dynamite Marketing

    I would have to say that getting the long term commitment has been a struggle. In the magazine advertising sales arena I have had to deal with quite a bit of 1 time or month to month advertisers

  12. Tim Patterson says:

    Tim Patterson
    Tim Patterson – Tradeshow Marketing Expert & Dynamic Public Speaker/Trainer

    Probably the biggest challenge for our company is coming up with a sufficient marketing budget to reach the target market that we’d like to reach

  13. Kirstin Russ says:

    Kirstin Russ
    National Account Manager at Multiple Directory Service

    I feel fortunate in my current situation. Of course, I would like to make more money, but the set-up is mostly fair. My biggest issue is the back-end work that takes lots and lots of time. I know it has to be done, but it keeps me from selling. I know I am more valuable as a revenue generator than a paper-pusher. However, I haven’t even been able to figure out a way to extract me from at least part of the processes. So much of it seems to be customer service and I do need to perform those tasks. Generally, I am adept at streamlining processes, so it frustrates me that I can’t make any major suggestions to improve.

  14. Lee Sellenraad says:

    Lee Sellenraad
    Director of Project Development at Barton Malow

    Have faith. Yes, the client is seemingly focused on the bottom dollar and driving low price but I content that they have always been the more transaction oriented clients. I view this challenging economy as a prime opportunity to develop long-term relationships. Your clients are being asked to do much more with much less. They are having to justify decisions with backed up metrics and measure value with hard data. This means we must work harder to understand their challenges, refine our value propositions and back up our solutions with meaningful metrics that the client can understand and, more importantly, articulate as they justify recommendations.
    Ours is a task of unending change. It is incumbent upon us to seek out what is changing, what issues the client is facing and develop a solution with a far better value proposition then ever.
    Listen, Learn, educate, continually develop and differentiate. It is more challenging than ever but also, due to the work involved, far more rewarding than ever.
    Posted 5 days ago | Reply Privately

  15. John Boston says:

    John Boston
    Account Executive at Advanced Systems Group

    My biggest problems right now are:
    1. Companies I call on are struggling just to stay alive.
    2. Many companies cannot borrow money to run their business. I can get them financing for my product, which is less than $100K most of the time, but they are often look for lines of credit in the $5 million range to run their business, and banks aren’t loaning.
    3. I’m in a conservative state, and the business owners here who do have the money are hiding it in their mattresses because they are genuinely afraid Obama will turn this into a socialist or communist nation and tax them out of business.

  16. Nikki Deyab says:

    Nikki Deyab
    Corporate Branding, Marketing Tools and Techniques, Websites, Website Promotion (SEO/SEM)

    Waiting for the close!

  17. Frank Willemoes says:

    Frank Willemoes
    Director – partner at Willemoes Invest Holdings s.a.r.l.

    Biggest problem right now is to get companies to invest in long term solutions. Most are fighting for short term survival, bringing us all into a catch 22 situation.

  18. Dan Citrebaum says:

    Dan Citrenbaum – Bringing Out Your Inner Entrepreneur
    Business Ownership Consultant

    Headache? Only one I can think of is that there are too many people to talk to, and not enough time.
    Any answer less positive looks to me like someone wallowing, instead of looking for opportunities.
    Posted 5 days ag

  19. Ken Scott says:

    Ken Scott
    Send Out Cards Chief Gratitude Officer and Sales Manager/ Steel City Media

    To quote a campaign from the past, “it’s the economy, stupid.”

    Not an excuse, I’m digger deeper and harder yet average sales have fallen from 3k to 1k, smaller sales have evaporated because they do not know if they can pay the rent. Even the big guys are scaled backed 30%. This creates lower pricing in the industry and round the circle we go.

  20. Dick Olenych says:

    Dick Olenych
    WAS – Writer, Author, Speaker

    Good comment Ken,

    The economy is effect everyone and their mindset.

    It truly is a paradigm shift.

  21. Jim Stringer says:

    Jim Stringer
    V.P. Of Sales

    Right on Ken. We can walk around in a euphoric bubble telling people we rock, and disregard reality by preaching “be positive. If its to be it’s up to me. the problem is in the mirror…” I can puke out that crap all day. However, lets come down to reality. Some industries are doing fine. Some aren’t. The key here is to recognize the problem, and find the solution. Not (Sorry Dan) pretend it doesn’t exist and blow smoke up are butts about how we are just wallowing.

    So, back to the question. What is your biggest sales headache right now? If you don’t have any right now, awesome! If you do, and many of us do, then the key is to identify it (without wallowing) And find the solution. Just like we all do in sales. Define a problem or opportunity and solve or satisfy it.

    Dan, I by no means am trying to be disrespectful to you. You do have a valid point. However, there are industries where there are real issues beyond the sales reps control. The strong people with your positive attitude and some creative solutions will survive it.

  22. Dana Webster says:

    Dana Webster
    Social Media Specialist at ParaPRO, LLC

    that, at the end of the day, all the company’s problems become the result of less-than-anticipated sales. It doesn’t matter if a regulatory entity has handed you a blow, if there’s been a production problem, if there’s been a news story on a nationally-broadcasted program……..if sales aren’t where they were projected to be, you must not be a good sales person.

    The pressure is getting higher, and the market is making it more and more difficult to perform.

  23. Robert Gagliano says:

    Robert Gagliano
    Producer, Arbitrage Productions

    Hired staff quoting me – numbers that were typical rates well before the slide down. Clients seeming looking for me to susidize them – and do business for less then it costs – to the extent we can, all services have been unbundled –

    Yet, when you go shoot a tv or web commercial, do event video or still photography there are costs – curiously, while I might think it ( hey why don’t you – use your own {still or video} camera to take pictures { with your staff } of your products – for marketing or an advertisement ….. maybe its because they don’t turn out as well ? ), as many are aware of for their own products and service the number of people that may be involved –

    For example, if you listen for the background music on the next tv commercial – you might will find music – (but that it wasn’t a song on the market) – as it was specifically written {typical cost hundreds to thousands}. Not uncommom, a voice over { person off camera talking about the product – a few hundred extra per minute), Oh you want – on camera talent { hundreds ( unknown) to tens of thousands extra ( for a known talent) plus residuals ( number of times played )} in the Perdue Chicken commercial – the son of the owner often appears in the advert – he gets paid to appear…

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