Control over the work of sales managers and their efficiency is the. Monitoring the work of key to the successful implementation of the company’s commercial strategy. The main goal of managers is to close deals and increase sales. However, often, instead of selling, managers simply begin to consult the client, without even striving to close the deal. This leads to a loss of profit and a decrease in the overall efficiency of the sales department. In this article, we will consider the reasons for such behavior and methods of control over the work of sales managers.
The Importance of Proper Lead Management
Every year, the cost of obtaining leads increases, which requires companies to maximize the return on each attracted client. Competition is also increasing, and in order to retain a client, it is necessary not only to attract, but also to successfully close deals. High standards of customer service dictate the need for professional work with objections. Monitoring the work of prompt provision of information and an individual approach. Companies that do not meet these standards lose their positions in the market.
Clients who contact managers expect specific phone number list proposals and solutions to their problems, and not just superficial consultation. Therefore, it is especially important now to ensure high quality work with each lead in order to maximize the use of resources and justify the high cost of attracting clients .
Why don’t managers sell but consult?
Sales managers often limit themselves to consultation rather than selling a ready-made solution to the client. The main reasons are:
- Lack of a clear script . In the absence of structured scripts and clear instructions, managers do not always understand what exactly should be offered to the client.
- Poor lead qualification . Without proper here are some tips on the types of video content you might produce qualification. Monitoring the work of the manager does not always understand the client’s needs and cannot offer a suitable product.
- Unpreparedness to work with objections . When objections arise from the client, managers often switch to a consultative approach without completing the deal.
- Desire to please . Managers are sometimes afraid to be persistent for fear of losing the client. This prevents them from concentrating on closing the deal.
The result of this approach is lost leads and lost profits.
Traditional methods of monitoring the work of managers
Companies use a number of control methods to improve the quality of sales managers’ work. These include:
- Listening to calls . Managers listen to taiwan lists recordings of conversations in order to assess the quality of work with the client and check the execution of scripts.
- Report analysis . Periodic review of managers’ reports on closed deals, sales stages and lead processing.
- Questionnaires and customer surveys . After interacting with clients, companies sometimes conduct surveys to obtain feedback on the manager’s performance.
- Coaching and training . Managers conduct training sessions based on the analysis of previous mistakes and the achievement of successful sales.
