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discuss the final results with out understanding the procedures
discuss the target to be closed with out discussing the plan to achieve it
give un realstic plan & target
asking to win _ Lose while not thinking of win _win
searching for his benefit , with out thinking of his company & team benefit
managing in the time he have to be coaching
fake reward system
Being an authoritarian know-it-all “control-freak”.
Neglecting the importance of continuous training & updating of sales knowledge.
Practicing non-achievement-related friends politics at work.
Concentrating too much on revenue generation at the expense of profit maximization.
Concentrating too much on profit maximization without increasing revenue generation.
Poor recruitment and bad or non-existent in-house training of salespeople.
Lack of accurate information-based assessment of sales-performance.
Measuring performance based on sales-figures only ingoing process-assessment & self-improvement incentives.
Either doing all the work by themselves or delegating their own tasks to subordinates.
Lacking imagination, innovation & team leadership skills in sales workforce management.
Being satisfied with having one, two or three top-stars in the whole sales team.
Neglecting the recognition needs of sales people.
Adopting a one-style-fits-all in sales workforce management for managing & coaching low-performers, average ones & top talents.
· Diplomatic views for specific employees .
· Deeply not reviewing on generated pipeline.
· Do not give importance to know employees opinions .
· Asking to achieve more & more without knowing practically , potential of specific area .
· Focus on sales only not on pending issue , Which require resolution from the higher commands only .
A good manager knows that the sales team can make or break their company. All other departments can be in sync, but without a strong sales staff and sales process, the revenue that pays employee wages can vanish. When it comes to the sales team, special attention must be given to ensure that the company paydays keep coming.
Lack of a focused sales structure.
Lack of regular and systematic direction and feedback for the salespeople.
Lack of an organized training and development system.
No daily call report
No productivity report
Blame sales people for poor performance without giving them the tools to sell
No sales forecast
Lack of long-range sales forecast
Assume sales people motivate and manage themselves
Blame sales people for missing their objectives
The main mistake that i notice in sales managers nowadays is using their heart and not their brains.... Feelings should be aside, either this sales rep is good or not , he is willing to learn and improve or not , he acheives targets or not.... A sales manager shouldn't be hesitant in firing or warning a sles rep just because this guy is a nice guy or he has a family .... work is work...
1. lack of focused planning
2. wrong selection of customers
3. fake reporting of the team
4. supporting only favoirites sales persons with corporate resources
5. lack of product training
6. not coaching the team in the field and only bossing them at office
7. not making smart achievable small targets to get larger target
8. most of the time not selecting proper sales person for any area
9. not approching the key customers directly and relying on sales persons
10. not leading from the front and showing them the customers handling in the field.
in sales nothing is constant, you make mistakes on daily basis and learn on daily basis. good luck
