I’m sure you will agree with me on this one: challenges sales managers face are some of the biggest within a company, no matter the industry. In most cases, they are handling reps and strategies, aside from their regular sales functions management, which can be a bit overwhelming.
Businesses are becoming increasingly dynamic and evolve at a ridiculously fast pace, meaning that the sales professionals who actually can take a step back and assess all the challenges they’re facing are just a few.
But still, you can do it. How? By being aware of and identifying the most common challenges most sales managers deal with. The main effect: you become more effective in your role and provide a better overall direction for the entire team.
This article is part of a series of role-focused articles. We’ve also covered problems encountered by CISOs, as well as bid managers. Follow us on Social Media channels to stay up to date with industry news and insider tips.
Common challenges faced by sales managers
1. Finding the right people
Probably one of the most difficult tasks a sales manager faces is to find skilled sales representatives, offer them all the information they need, then oversee them ‘in action’.
The sales manager evaluates a candidate based on both the company’s products and services, trying to identify those ideal features needed for the position.
2. Training and coaching reps
If you already have the right team in place, you need to make sure that they will deliver the results your superiors expect. As a sales manager, it is your job to provide sales reps with training and coaching.
Considering that most of your day consists of setting goals and targets, analyzing data and reviewing sales numbers, finding the time and resources to do this can be a tricky task.
3. Finding compensation solutions for employees
There are situations in which the employee retention rate is strongly related to the compensation they receive. Therefore, it’s recommended to maintain satisfaction among employees, even though some managers consider this a big challenge.
The solution for this is relatively simple, however: implementing a well-structured reward and recognition program, making sure it remains unbiased and healthy.