In a previous post (Sales Management Software Considerations), I discussed the basics of sales management software. As noted, there are many “must-have” benefits to such a system, not the least of which is something called pipeline management, or sales forecasting.
When I moved into sales management 20 years ago, the #1 rule preached in management class was: “Inspect what you expect.” Which, back then, was easier said than done. It required detailed review of every salesperson’s paper call reports, quotes and sales reports. From there I would “back into” the numbers to review activity and…
In my two other posts (Sales Management Software and Sales Pipeline management), I referenced processes — reinforcing the fact that sales is a process and not a magic art only imparted to the gifted few. This post details that process further.
Simply said: sales are tough business. One mistake can cost you a commission, a customer and tarnish the company image. Errors cannot be completely avoided, but a self-aware sales team can minimize the impact by preventing as many as possible and dealing with the rest. Follow these tips to avoid preventable blunders: