Analyze the work of the head and managers japan phone number of the sales department: listen to their calls, study the correspondence with clients and evaluate the materials used (commercial proposals, presentations, letter templates, call scripts). Get an objective view of the problem from both sides.
Mistakes and problems in the work of a B2B sales manager
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Don't rely on unconfirmed statements and emotional reactions of the staff. Focus solely on statistics, call records and sales figures of each manager individually.
Don't make hasty decisions about dismissal. A choice made on emotions can lead to additional costs for recruiting and training a new employee. It is often easier and more profitable to retrain an existing specialist.
Remember that the cause of problems can be found both in the product or service itself and in the appearance of a new competitor on the market. Problems may not be related to the sales department. First, exclude external factors, and then proceed to check the internal work of this department.
Analyzing historical conversion data at each stage of the sales funnel helps identify problems. These are typically found where conversion rates are falling sharply below target values. Target values are metrics based on previous data, with a reasonable adjustment for growth.
A small number of new customers at the initial stage of the funnel indicates the lack of an effective channel for attracting contacts.
If your sales funnel is getting few leads from online advertising, it could be due to an incorrectly defined target audience or an incorrectly designed funnel.
If a small number of clients move from cold calling to the presentation stage, this indicates a problem with the scripts, an incorrect target profile, or insufficient training of the sales staff.
If clients rarely move from the meeting and presentation stage to discussing terms, the probable cause is poor sales materials or insufficient manager skills.
If the percentage of transition from handling objections to issuing an invoice is low, it may be due to poor product knowledge, poor manager training, or insufficient scripting.
Low payment of invoices may be due to the absence of the “pressure for payment” parameter in the KPI, poor identification of the client’s needs at the confirmation stage, or complex payment terms.
Download a useful document on the topic:
Checklist: How to Achieve Your Goals in Negotiations with Clients
Frequently Asked Questions About B2B Sales Manager
To better understand the nature and importance of a B2B sales manager, you can turn to the questions that most often arise when discussing this position.
How is the salary of a B2B sales manager calculated?
The salary of a sales manager usually consists of a fixed part and bonuses. The first part remains unchanged, while the bonuses vary depending on the number and value of completed deals. Many people are attracted to this field of activity precisely because of the prospect of earning a significant amount through large contracts. However, there is also a risk: a deal that promised a bonus may suddenly fall through.
Should you ask a B2B sales manager to sell you a pen?
The task of “selling a pen” has lost its relevance. To avoid looking like a company stuck in one place, it is better to avoid this approach. Instead, ask more open-ended questions to understand how the candidate copes with communication.
What companies need a B2B manager?
B2B sales managers are in demand in banks, telecommunications and technology companies. The products and services of these companies help other businesses to advance, improve efficiency and increase profits. B2B sales are complex economic decisions adapted to the specifics of goods and services.
To succeed in this segment, it is necessary to solve many problems, take into account the peculiarities of techniques and adapt to the constantly changing world. That is why a qualified B2B sales manager is an indispensable specialist.