Where does sales and presales go terribly wrong?

By: rev™ Sales & Marketing Acceleration (retail e-v)  09-Dec-2014
Keywords: Personal Development, Business Coaching, Business Development

Yesterday I received a call from a presales person complaining about how their sales representative had been sitting on 2-weeks of information about a customer (requirements, designs, sample data for demonstrations) which was needed for a forthcoming software demonstration. How does a company get to the eve of a live software demonstration, yet internally they are still bickering about who did or didn't do which task? Seems unusual...But the reality it’s not…Where does it all go wrong? • Perhaps it's the lack of skills on behalf of the sales representative to qualify and drive the sales process? • Is it the internal communication, or lack of it which causes the delay? • Or a break within the sales/presales process where information, communications, as well as customer requirements just fall through the gaps – unintentionally of course? • Perhaps it’s the common ‘under-resourced’ issue, and they are just plain busy? (Not always a bad problem to have) As part of the Sales & Marketing Acceleration programs we provide at retail e-v to help organisations to improve the process around planning, building, and also implementing sales and marketing activities, we also offer a Sales Coaching and Mentoring program. It's this crucial component that's essential to ensure that your marketing activity has the mechanism in place that ensures sales teams can support the lead generation and overall sales process or pipeline management. We use this 'hands-on' program to help your sales representatives to more confidently engage, qualify, and convert leads into customers. Ultimately it's this essential ingredient to your program that turns a sales rep into a ‘sales professional’. As you’re planning your sales and marketing programs for next year, please look to ensure that you have the right skill-sets, as well as the mentoring and guidance available for your sales team. Ensure that the management framework, and also the sales and marketing toolkits are in place early. Ask us here at retail e-v for help if this is something you haven't planned for, or perhaps falls outside your internal core competency. Stop throwing marketing spend down the drain, and wasting a whole lot of cost and effort from your sales reps calling to qualify leads that are simply numbers. It ends this year, right? Robert Durrant www.retaile-v.com.au

Keywords: Business and Commercial Training, Business Coaching, Business Development, Leadership Training, Management Training, Personal Development, Retail E-V, Robert Durrant, Sales & Marketing Acceleration Programs, Sales & Training, Sales Coaching, Sales Coaching & Mentoring, Sales Training, Team Building,

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