Failure to meet sales plans by managers

[hasanthouhid0]

The audit structure is built in such a way that errors can be identified at any stage of work. Most often, they relate to the strategic field, business processes and sales technologies or personnel work.

In particular:

A decrease in conversion may be caused by:

lack of staff in the sales department - they do not have time to process leads;

slow flow of leads to employees - there is a problem with data flows;

staff does not see all leads at once;

lack of dialogue scripts: their meaning is not clear to employees, or they do not use vp purchasing officer email lists it for other reasons;

scripts and templates need revision;

the staff does not enter all the data into the CRM - the format for entering information is complex, or there is too much of it;

employees do not handle objections well;

the staff does not know the USP of the product;

Marketing materials are uninformative and do not answer customer questions.



KPIs are clearly overstated and do not correlate with the market situation;

KPIs are not supported or contradict the indicators of related departments;

the motivation scheme is not very interesting for employees;

the company has problems with its sales strategy - the forecast is too optimistic, the positioning strategy has flaws, the product is not targeted at the target audience;

the company has problems with pricing;

the competitor's product is better;

Competitors are conducting an active advertising campaign.