B2C Sales Series, Part 3: Common Traits Behind Underperforming Sales Teams
This is third part of the series that I started writing some time back. The purpose is to bring the focus back on the foot soldiers in any conventional / traditional company operating the so-called brick and mortar Industries which operate through the Traditional Distribution Channel. The Definition of the target companies may seem little limiting but believe me it is not so, since as much as 70% of the companies, and mostly in #MSME operate in this market.
In the previous 2 writeup I have tried to identify the issues faced by the Front-line Sales persons and their line Managers ultimately effecting the Overall performance. Suggest you read the previous article #back to basics to connect.
The performance of the Sales persons can be improved, but only when we know the type of the issues faced by them and their psychographic profile. Please note that the traits that I am listing below are not some out of the world research findings but taken from some articles/Books and personal experiences of many Line Mangers. The list of probable causes of low or misdirected results can be as under
- Lack Of Confidence in sales persons
- Lack of Patience and Good Listening Skills
- Lack Of Interest
- Lack of follow up
- Improper need analysis
- Lack of Relationship Building skills
- Over commitments
- Jumping to conclusions
This list may not be exhaustive but each of the above points needs a thorough understanding and to be addressed individually for the team to be effective and result Oriented. I have not included lack of product Knowledge, as that is a given, we cannot allow the Sales persons to go to the field without thorough product knowledge. All other points are secondary.
It is also understood that external inputs like Training, along with supervised Field visits can only improve the quality of the sales persons.
Please consider these points and share with Line managers, if the reader is not one herself/ himself.
You may connect with me for any discussions or inputs on this point.
I will take up the of list next steps in the subsequent articles.
