problem solving process for declining sales

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Back to Black: How to Combat a Decline in Sales

Table of Contents

Marble Slab Creamery has been in business for 40 years and has locations in more than 15 countries worldwide. To reach this level of success, it had to learn how to adapt at the first sign of trouble.

One such instance occurred a few years ago. For roughly five years, Marble Slab Creamery experienced a significant sales decline. The company knew it had to do something to increase business sales . The strategies it implemented are helpful for any business experiencing a downturn. 

However, before we look at those strategies, let’s examine why your business’s sales may decline.

Reasons for a decline in sales

Several forces can conspire to weaken a company’s sales. Here are a few examples.

Sales team issues

Sales team missteps can harm your company’s bottom line, including hiring the wrong sales associates, failing to provide them with training opportunities, and providing poor compensation or incentive packages. When building a sales team , hiring the right people can make or break your business.

Conducting a sales audit is a way to identify sales and marketing weaknesses because it reviews sales team member’s contributions.  

“The actual work completed by the sales team is crucial to your sales audit,” said Amit Vyas, CEO of Nexa. “This information needs to detail the interactions between the sales team and the marketing department, as well as the prospective customers.”

Creating a successful hiring process and retaining top talent on your sales team is crucial to success.

Senior-level or brand missteps

Hourly or salaried employees aren’t the only causes of sales trouble. Darren Nix, founder of Steadily Landlord Insurance, says a sudden threat to a company’s reputation or a prominent company figure’s reputation can lead to a sales decline. These reputation hits could come from an executive’s heinous actions or society’s recognition of culturally insensitive branding. This occurred when Uncle Ben’s, a rice company, came under fire for racial stereotyping in its name and logo. 

“Many shoppers care about what their spending represents, and that will only continue to trend upwards,” Nix said.

Lackluster reporting

Sales reports are critical tools that help management understand a business’s fiscal health and profit trends. When your reporting is lacking, your data may not yield critical insights. Vyas said that with deeper and more enhanced reporting tools, such as what you’ll get with customer relationship management (CRM) software reports, you’ll have more valuable insights and data. 

“The tools used for tracking need to effectively capture information and be updated,” Vyas said. “This is where having robust analytical software, often included with CRMs, can be helpful.”

CRM metrics are critical because they establish benchmarks for your company, helping you understand things like customer churn and rate of renewal. [Read related article: The Best CRM Software ]

Seasonality

Reduced interest in your products or services due to seasonality is another possible reason for a sales decline. Ryan Craver, CEO and co-founder of Mallary by Matthew, says that all companies are prone to seasonality – whether it’s a clothing company suffering through the ebbs and flows of the retail calendar or a pool chemicals company with an inherent high and low season.

When you’re suffering from a seasonal sales decline, it’s best to focus on what you can sell. “The best one can do is push products that are seasonally appropriate while simultaneously marketing any and all products that are season-agnostic,” Craver said.

Poor customer service

Subpar customer service is one of the most common reasons for a sales decline. Customers don’t want to shop at places where they don’t feel welcome or deal with rude employees. 

“Customer service is key to providing an excellent customer experience, which directly affects sales,” said Alex Mastin, founder and CEO of Home Grounds. “If a company experiences a poor Customer Effort Score and a poor Net Promoter Score, sales are likely to make a steady decline as satisfaction depletes.”

This combination of low sales and an indifferent sales staff can create a vicious cycle: Lower revenues prompt a business to cut down on staff training, thus alienating even more customers and further impacting the bottom line. 

How to combat declining sales

Many companies have found themselves in a predicament where sales are declining, especially after a recession. These are three ways to combat a sales decline, no matter what circumstances you’re experiencing.

1. Improve your customer service.

No matter what your business is facing, improving customer service is key to boosting sales. For example, to increase sales, Marble Slab Creamery set its sights on becoming better than the competition by improving the overall customer experience and boosting customer loyalty .

In his book The Thank You Economy , Gary Vaynerchuk explains how to adopt a company culture that genuinely values the customer. “You have to be no less than a customer concierge, doing everything you can to make every one of your customers feel acknowledged, appreciated and heard. You have to make them feel special, just like when your great-grandmother walked into Butcher Bob’s shop or bought her new hat, and you need to make people who aren’t your customers wish they were.”

A lot goes into ensuring customers have the best possible experience. Employee satisfaction is big, but proper training and appropriate compensation contribute to a team of employees who genuinely want to present the best possible experience for their clients. 

Customer delight is the new customer service standard, focusing on exceeding client expectations and boosting brand loyalty.

2. Increase the value, not the price.

Another way to combat declining sales is to consider how your product pricing can bring more value to the customer. This may initially sound absurd, but Marble Slab Creamery swears by it.

Like many other ice cream shops, Marble Slab Creamery previously weighed each customer’s ice cream to determine the price. The more toppings a customer added to their ice cream, the more it weighed and the more it cost. Because of this method, customers added fewer toppings because they didn’t want to spend more money, ultimately leaving them slightly disappointed with their purchase.

To provide more value to the customer through pricing, the creamery introduced an unlimited mix-ins campaign. Instead of paying more for the weight of each topping, customers paid only a flat rate based on the ice cream cup’s size. Customers could get all the toppings they wanted without worrying about the price, leaving them more satisfied than ever with their purchase.

After successfully restructuring prices, Marble Slab Creamery decided to go a step further and provide even more perceived value. Instead of charging customers more if they wanted their ice cream in a waffle cone, the creamery offered free, fresh-baked waffle cones as part of their purchase. 

Everyone loves getting something for free; it drastically improves each customer’s experience . Think about ways your customers could get more value from their dealings with your business.

3. Refocus your advertising strategy.

Another adjustment Marble Slab Creamery made was to focus advertisements on how its ice cream is homemade in every store, using only premium ingredients. While higher-quality ice cream was always part of the company’s business plan, many customers had no idea the ice cream was freshly made right in the store. 

By focusing ads on the product’s homemade aspect, customers realized they were getting a much higher-quality ice cream than competitors offered.

4. Invest in sales training.

Your employees may know your product, but do they understand how to sell it? If your onboard training needs improvement, consider returning to the basics of building a sales process . 

Look at your company mission and what processes help you stand out. While you focus on training new employees, don’t forget your veterans. Otherwise, your tried-and-true employees might rush through the sales process and not give customers the best experience possible.

If you are still experiencing a sales slump after revised training, you should boost morale. While motivation is essential to increasing sales, automating tasks and investing in new technology can remove repetitive tasks that cause your team burnout.

5. Analyze your competitors.

When you think about your competitors, ask yourself the following questions:

• Do your competitors have a superior product or service?
• Is your pricing too high (or too low)?
• Do you have enough data and insight into your target audience?
• Could your purchasing process be more streamlined?

While doing an internal analysis is wise, remember the advantage of considering the competition . You will likely have direct, indirect and future competition. Taking note of what works for your competitors and what does not can help you trim your marketing budget, understand your unique business characteristics and retain valued employees.

Building a relationship with indirect competitors offers a group of mentors when times get tough. Meet regularly to “check-in,” talk about your pinch points and celebrate your successes.

Can your business reverse a sales decline?

While the strategies listed here may sound great in theory, you may wonder whether they’d work in the real world. For Marble Slab Creamery, these methods were successful. After two years of implementing these improvements, Marble Slab experienced a 5.8 percent increase in same-store sales, a 4 percent increase in transactions and a 9.8 percent increase in average unit volumes.

Your business could also see improvements by implementing similar measures. Ask yourself these questions:

• Can you bring more value to your customers by restructuring prices?
• Can you offer a free product to increase the perceived value of your product?
• Is there an aspect of your product that is being overlooked and needs to be advertised?
• How can you improve a customer’s experience and beat your competition?

A sales dip doesn’t have to be a dire experience for your business. Adapt by properly training employees, adding value to your products or services, and restrategizing your marketing efforts.

Julie Thompson contributed t0 this article. Source interviews were conducted for a previous version of this article.

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Problem Solving in Sales: 7 Techniques To Improve Your Skill

In sales, mastering problem-solving becomes the bridge between closing deals and losing opportunities.

Why? Because at its core, sales is applied problem-solving. You're not simply closing deals or pushing products; you're removing obstacles that prevent your customers from achieving their goals.

This is why exceptional salespeople consistently close deals faster and retain customers more effectively. They transform from average salespeople into trusted advisors, empowering their clients through problem-solving expertise.

In the following sections, you’ll learn in detail what problem solving means in sales and 7 techniques to improve your problem solving skills as a salesperson. 

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What is Problem Solving in Sales?

Effective sales rely on understanding unique customer challenges and crafting solutions that effectively address them. 

Here's how to master the problem-solving process for sales success:

Uncover the Problem

• Actively listen to customer feedback.
• Ask insightful questions to delve deeper into their pain points.
• Identify the root cause of their challenges.

Break it Down

Go beyond surface-level concerns and understand the problem's core.

Come up with an Effective Solution

• Leverage product/service knowledge to tailor solutions for their specific needs.
• Demonstrate how your offering delivers value and addresses their challenges.

Overcome Objections

• Anticipate potential concerns.
• Present your solution effectively to address objections and build trust.

By mastering these steps, you can transform into a trusted advisor who consistently closes deals and fosters lasting customer relationships.

Why is Problem Solving Important in Sales? 

Problem-solving has become even more important in sales today due to several key factors:

Adapting to evolving customer needs

Today's marketplace is highly competitive , with customers having access to a wider range of options than ever before. This means that simply having a good product or service isn't enough. 

Salespeople need to devise new and better ways to understand the unique needs and challenges of each customer and demonstrate how their offering solves those specific problems in a way that stands out from the competition.

Differentiation from competition

Customers face a sea of similar options, so simply offering a good product isn't enough. This is where problem-solving becomes your weapon.

By sharpening your problem-solving skills, you can:

• Uncover unique customer challenges : Go beyond generic features and identify the specific issues customers face.
• Craft effective solutions : Showcase how your offering addresses their pain points, not just features.
• Shift the conversation : Move from features to solutions, positioning yourself as a trusted advisor, not just a salesperson.
• Become proactive: Anticipate customer needs and offer preventive solutions, gaining a competitive edge.

Essentially, problem-solving allows you to differentiate yourself. By addressing customer challenges effectively, you demonstrate the true value your offering brings, justifying your price point and present a compelling proposition that stands out from the crowd. 

Build trust and long-term relationships

Today’s buyers want an almost rep-less buyer journey because they don’t trust salespeople to promote their best interest. This is why building trust and long-term relationships with customers is more important than ever. Salespeople who can demonstrate their ability to solve sales problems effectively are perceived as valuable advisors and trusted partners. This fosters loyalty and repeat business, which is crucial for sustainable success.

How To Improve Your Sales Problem-Solving Skills 

1. improve your sales acumen with expert-led sales training programs.

Sales acumen is the combination of skills, knowledge, and experience that empowers you to excel at selling. This includes:

• Understanding and empathizing with customer pain points
• Anticipating customer needs proactively
• Tailoring solutions to specific challenges
• Build trust through expertise, active listening, and empathy
• Collaborating effectively as part of a problem-solving team

While these skills seem essential for any salesperson, a surprising statistic reveals that only 13% of clients feel salespeople truly understand their needs . This highlights a gap between how sellers approach sales and how buyers want to buy, often due to inadequate problem-solving skills. If you can’t uncover your customer’s problems and needs you don’t stand a chance at selling them a solution.

Investing in expert-led sales training can bridge this gap significantly. Programs like the Pclub's Platinum Passport offer exclusive access to learn directly from the top 0.01% of sales professionals. These training programs can equip you with the practical problem-solving and B2B sales skills necessary to:

• Uncover and understand your customer’s needs and challenges in-depth.
• Develop tailored solutions that resonate with their specific circumstances.
• Navigate complex situations and objections with confidence and clarity.
• Build trust and credibility as a trusted advisor who can solve their problems effectively.

2. Develop a high emotional intelligence threshold

2024 brings a complex sales landscape: cautious buyers, increased stakeholder involvement in purchases, and longer sales cycles. This environment demands a crucial skill: high emotional intelligence (EQ).

Here's why EQ is essential:

• Deeper Customer Understanding : Salespeople with high EQ excel at building rapport and fostering trust. They can read social cues, understand emotions, and create an open environment where clients freely express their challenges and emotions. This leads to deeper understanding and accurate diagnoses of customer problems.
• Confidently Handling Objections : Objections are inevitable, but high EQ salespeople view them as opportunities to uncover deeper needs. They remain calm and composed, acknowledge concerns, and address them with empathy, transforming objections into chances to craft compelling solutions.
• Adaptable Communication : Tailoring your approach to each customer's unique personality and decision-making style is key in sales. High EQ allows you to adapt your communication based on emotions, leading to relevant and impactful solutions that resonate with each individual.

By mastering EQ, you become a trusted advisor, equipped to navigate the complexities of modern sales and consistently close deals effectively.

3. Learn how to identify your buyer’s true pain points

Your potential customer’s true pain point is the challenge that aligns with their financial priorities. Every business operates within limited financial resources, which forces them to prioritize how they allocate these resources. 

When a pain point directly impacts their financial priorities, it creates a sense of urgency and justifies the investment in a solution. This urgency becomes crucial for successful sales negotiations and closing deals.

Even if you possess the best of emotional intelligence and sales negotiation skills, struggling to sell against the core financial challenge can hinder success. Consider your reaction to the illustration below: 

• Person A: Needs visibility for better sales coaching (solution-oriented statement).
• Person B: Faces an urgent need to prevent a significant valuation loss due to cash flow issues.

Clearly, Person B exhibits a more defined and urgent problem. Person A, while facing a challenge, frames it as a solution they already have in mind.

The key here is to master how to identify the "Why" behind the "What". That’s how you uncover the true business pain point. 

4. Improve your sales negotiation skills

Negotiation is an integral part of the sales process, and mastering it is crucial for effective problem-solving. 

A HubSpot study reveals that 58% of buyers want to discuss pricing on the very first call. This can be a major obstacle for salespeople as it can lead to premature price discussions before the value proposition has been established.

Diving into price negotiations without establishing yourself as the preferred vendor is risky. It often leads to over-discounting because the focus shifts to price point instead of the value your product or service offers. 

This scenario makes it difficult to achieve a win-win outcome as the buyer lacks a clear understanding of the business value you bring.

Honing your sales negotiation skills helps you overcome this challenge and become a more effective problem-solver.

5. Leverage team collaboration

Problem-solving is rarely a solo endeavor. Sales leaders and sales managers should encourage collaboration inside the  sales team specifically for developing new problem-solving techniques. 

Sales team members can initiate brainstorming sessions with the marketing strategy department or even social media team to uncover innovative solutions. 

That way, you share insights and strategies that not only enhance the sales process  but also foster a culture of continuous improvement and learning within your team.

6. Include creativity in your sales process

Including creativity in your sales process is about strategically applying creative thinking and unconventional approaches to enhance your creative problem-solving process and ultimately, create a better sales strategy. 

Here's how creativity empowers your sales reps to solve problems and close deals:

• Capture Attention : Move beyond conventional outreach tactics. Remember how Gong secured a meeting through a personalized video pitch from the Old Spice Guy? This unexpected approach cuts through the noise and increases engagement.
• Simplify Complexities: Transform static case studies into engaging animated customer success stories. Adding visual elements and a touch of whimsy simplifies complex solutions, creating emotional resonance and fostering understanding.
• Connect on an Emotional Level : People remember stories 12 times better than facts. By weaving compelling narratives into your presentations, you create a memorable customer experience, fostering trust and leaving a lasting impression beyond statistics.

By embracing creativity, you become more than just a salesperson; you transform into a strategic problem solver equipped to diagnose specific challenges and overcome them effectively.

7. Analyze sales data to generate insights

Much of sales success relies on your ability to transform information into valuable insights. That’s why being able to analyze sales performance data and metrics to make informed decisions is a vital sales skill . 

Sales data, often housed in Customer Relationship Management (CRM) systems, acts as a goldmine of insights waiting to be discovered. 

By analyzing metrics like win/loss ratios, conversion rates, and sales cycle length, you can uncover hidden patterns and trends that might be the root cause of various sales challenges. 

Is your lead generation strategy falling short? Data analysis can reveal specific challenges , areas to optimize for improvement, such as ineffective marketing campaigns or a mismatch between your ideal customer profile and your targeted outreach efforts.

Enhance your problem solving skills with expert-led sales training programs

Ready to take your problem solving skills to the next level? Pclub offers expert-led courses that help you upskill key areas of your sales process where problem solving is required. 

• Sales demo mastery
• Sales discovery masterclass
• Overcoming objections

Take the first step towards a more profitable future. Unlock all courses today with a platinum passport and enjoy personalized mentorship and training solutions that guarantee a solid foundation for your team’s success. 

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UNDERGROUND ‍ DISCOVERY SCRIPTS

10 Proven Scripts, Questions and Talk Tracks to Turn Discovery Calls Into Customers.

These 10 scripts are the secret to  creating a repeatable selling system that just about anyone selling SaaS to a business can use to achieve repeatable sales success.

FREE: 10 Scripts to Close More Deals Faster and Easier Than Every Before

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In this free guide, you’ll find the most powerful closing motion techniques (which yes, involves exact words, scripts, and questions along the way) that I’ve learned for closing deals, managing the “last stretch” of a deal, and closing deals faster and on time.

Solving Decreasing Sales With Lean Six Sigma

Published: October 7, 2013 by Srinivasan Chelian

The CEO of ABC asked his executives, “If we are constantly collecting market and customer feedback, why are our sales so low? Especially given that we have highly productive teams and that our market research team was recognized as the best in the industry last year.”

An Outside Eye

John Smith, an independent Lean Six Sigma (LSS) consultant was invited by the CEO to guide ABC in improving their declining sales . Smith spent some time talking to key personnel from different teams; a few of the teams shared statistics around the productivity of their individual teams as well.

The consultant’s first observation was that each of the teams within the company operated in a silo. Each team reported their capacity, productivity and output individually. This meant that the end-to-end process of translating customer feedback to a better online customer experience was not being seen as an enterprise-level process. For example, e-Strategy responded to the findings from Market Research in isolation of the Product and Service teams.

One of the company’s executives asked Smith, “Is isolation really an issue? What does it have to do with low sales?”

Smith explained that when the teams respond independently, they don’t have an opportunity to review each other’s data and weigh in before a recommendation is sent directly to Solution and Delivery to get implemented. It is possible that a solution devised by one team could impact the work of another team. Without coordination among teams, their isolated efforts could lead to rework, overproduction or other wasted work – thereby contributing to a decrease in the percentage of customer feedback items being translated into features.

Outputs vs. Outcomes

Prioritizing customer feedback with respect to multiple parameters such as value, risk, cost of implementation and speed to market is only possible when there is a single, organizational framework to manage improvement activity. Smith proposed that the productivity of the teams should be measured based not only on output but also on outcomes.

Consider two of ABC’s website issues: 1) inconsistent branding and 2) performance issues due to an increased number of concurrent users (leading to people dropping out before finishing a transaction). Imagine also that it is four weeks before the Christmas shopping season begins – a time when the number of concurrent users increases by at least 50 percent.

The Marketing team’s priority is to get the branding correct and may be able to get those requirements to Solution and Delivery quickly without talking to Operations. But why worry about online branding if the website is already unable to cope with the existing customer traffic? Parallel processing generally focuses on individual team outputs; with an overarching improvement framework, priorities become clearer and the focus can be shifted to customer outcomes.

Smith described a hypothetical situation in which LSS governed at the enterprise level the overall process of translating customer feedback to a better customer experience. The big business Y in this enterprise-level process is decline in sales figures .

There are likely multiple causes contributing to the Y , Smith noted. Without having performed detailed analysis, he suggested looking at productivity and output. Various ABC teams had spoken to Smith about their individual team’s productivity as a positive metric; they were delivering a significant amount of output. The incongruity between the perceived high productivity and the declining sales led Smith to want to investigate further.

Smith shared Figure 1 with the executive team. The process shown is that of the information technology (IT) division , which helps translate feedback from online customers into product features. There are multiple stakeholders involved in this process, ranging from the survey company (external to ABC) to the internal marketing team, and from operations to the IT teams. Smith noted, “This process cuts across 10 separate teams. I have assumed productivity of about 90 percent for each team. This – in Six Sigma terminology – is the unit yield for a team. That means, irrespective of the total capacity of the team, 90 percent of the customer feedback that a team receives is incorporated into website enhancements or some process change.”

Unit Yield Versus Final Yield

Smith directed his next comments to the CEO: “This is what you see in all performance dashboards. The usual misconception is that if all the teams have a productivity of 90 percent, the average productivity for the entire process should be about 90 percent. In effect, what that should mean is that 90 percent of the feedback captured during market research translates tangibly into improvements that reach your customers. So if that was the case, why are the sales so low? The reality, however, is that only 35 percent of the feedback captured by market research translates into some tangible action. And in most cases the feedback is outdated by the time any action has been taken. Look at what happens with a mathematical model when all of the contributing teams have the same productivity.”

Productivity enterprise level = (Productivity team ) number of teams   or Yield overall = (Yield step ) number of steps

Smith continued to address the executives of ABC: “In this example of a sequential process, the productivity (unit yield) of individual teams is about 90 percent, but you have to multiply them to get an accurate measure of enterprise-level productivity (final yield). They cannot be averaged. Think of the first two teams in this process. The process begins with 100 customer feedback items at the Market Research team and 90 pass. The starting number for the e-Strategy team is then 90, not 100, and 90 percent of them pass, leaving 81. The average team yield is 90 percent but the final team yield is only 81 percent. This is how the full IT process has a predicted final yield of only 35 percent, resulting in customer dissatisfaction and poor sales.

This sequential example highlights the effect of measuring productivity at the team level without having an enterprise-wide view. Of course, the problems that ABC faced were multi-dimensional – there was more than one cause contributing to the Y of declining sales.

Operating Costs

Productivity often does not fully reflect the cost dimension of a problem, Smith explained to the ABC executives. Operating costs also affect a company’s bottom line – even if sales increase. By not having a cross-functional team or enterprise-wide process management, the unnecessarily large number of steps and teams can lead to higher operating costs related to failure, overproduction, rework, etc.

Although increasing sales is pivotal, optimizing operating costs is paramount in order to assure sustained profits. To understand the costs of ABC, it is important to examine the journey of the items leading to the 35 percent final yield.

Consider two teams in an overall process through which 100 items begin with Market Research and then need to pass through Product and e-Strategy. Assume the cost of operations of the Product team is $X per year and $3X per year for the Strategy team. In addition, assume that each team has 10 critical-to-quality characteristics to meet. The individual team yield is 90 percent for both teams so there is the possibility that each team will produce 10 defects in 100 defect opportunities. In terms of their ability to produce defect-free quality characteristics, they are at the same level.

But what is the cost of fixing such defects and the costs of rework or additional handoffs? If the costs are $Z for the Product team, then they are $3Z for the e-Strategy team. In this case, improving the productivity (throughput yield) will help improve the sales numbers, but it is critical to look at optimizing the operations to maintain long-term viability. Having a high number of teams with varied costs of operations combined with the lack of an overarching improvement framework put the company in a losing situation. This situation can be mitigated by having cross-functional teams work on a prioritized set of items delivering incremental value.

High-level Recommendations

Smith suggested that ABC enact an enterprise-wide transformation program to improve sales and profits using LSS. The key areas of focus of this transformation would include team rationalization, review of operating cost bases, a review of the current delivery methodology and reporting. In each of these areas, Smith applied the LSS filters to identify and eliminate waste as well as improve the quality at each stage – all contributing to an increase in the overall throughput.

In the end-to-end value chain of ABC, there were 10 different teams. When looked at with a Lean filter, it was obvious that a significant amount of handoffs, rework and motion contributed to a low throughput. Smith recommended forming cross-functional teams by identifying the groups with similar objectives. Figure 2 shows the value chain before and after this rationalization exercise.

The rationalization resulted in a 40-percent reduction in the number of individual teams. This was a significant step for ABC as it reduced the number of non-value-added steps in the overall process and facilitated greater collaboration among team members. The reduction in the number of teams resulted in fewer handoffs, leading to a seamless flow of information.

Leaving Behind the Waterfall

The existing delivery approach in the IT department of ABC was a traditional waterfall methodology, a sequential design process used in software development in which progress is seen as flowing steadily downward (like a waterfall) through the phases of conception, initiation, analysis, design, construction, testing, production/implementation and maintenance. In the initial scenario with up to 10 teams, following a waterfall delivery created an issue with the speed to market. Apart from speed to market, most of the supposed value propositions seem to become outdated by the time they were delivered.

With fewer steps and teams in the value chain, the speed to market will improve, but further improvement is still needed. In the ideal state, ABC would deliver against a prioritized set of feedback items (prioritized against such considerations as value, risk, cost of implementation and speed to market) that are not already outdated, using a seamless feedback loop.

A key limitation with the waterfall process is the expectation that all of the best ideas have to occur at the beginning of a project. In reality, good ideas can appear at any time. A rigid, change-resistant process (even if leaner) tends to produce mediocre products, sometimes at a point in time after the customer has moved on to another company. Achieving maximum throughput, even in a Lean organization, requires each step to deliver as much value as possible at regular intervals all along the process.

By adopting an agile delivery approach, which is more flexible than the waterfall approach and follows an iterative process to deliver value quickly, the productivity of each ABC team was further increased. Using agile meant that the cross-functional teams worked collaboratively to prioritize the items that were identified by the market research team and started to deliver upon those priorities in chunks. The teams delivered more value incrementally and were able to respond to market changes dynamically. The other key benefit of this approach was that an item identified in the most recent customer survey could jump onto the priority list if it was deemed to have the potential to deliver greater value than other priority items. Introducing new changes were easier and the products became more relevant to the customers of ABC at a faster pace.

The recommendations for ABC can be summed up in LSS terminology by the figure in Figure 3. The y-axis is the number of teams that were part of the initial value chain. The rationalization of the teams (the reduction from 10 to six) was achieved by eliminating waste using Lean. The adoption of an agile approach (as opposed to the existing waterfall approach) improved the quality and productivity of each of those steps and teams. Lean and Six Sigma complement each other and tackle problems multi-dimensionally. Lean helps reduce non-value-added steps in a process by eliminating rework, handoffs, motion, etc. Six Sigma works relentlessly to improve the quality of the value-added steps, which contributes to reliability at the enterprise level.

The other key recommendation to ABC was the acknowledgement that each team has a different cost of operation and, therefore, a different associated cost of failure or rework. By creating cross-functional teams with representatives from each of the departments, the total cost of failure was also reduced.

LSS Powers ABC

LSS provided a structured approach to eliminate waste, reduce the cost of failure, and improve the throughput yield and speed to market of the overall processes for ABC, resulting in higher end-customer satisfaction. LSS also helped to deliver products in a manner that optimizes resources and increases value to meet customer expectations. This is exactly how Lean and Six Sigma in combination can drive greater benefits at the enterprise level than either alone.

For ABC, the number of handoffs and rework were significantly reduced and contributed to an increase in individual team yields. The pace and relevance of value delivered by ABC also increased as the teams worked against a prioritized set of feedback items, focusing on producing incremental value. Customer satisfaction increased and so did the sales.

About the Author

Srinivasan Chelian

Managing Customer Value

The Power Of Problem-Solving: Revolutionize Your Sales Strategy

Posted on January 27, 2024 December 19, 2023 Author business901

Problem-solving in sales strategy, where creativity meets logic and innovation fuels results. The essence of every successful sale lies in the ability to solve a problem, a talent that is becoming indispensable in the sales sector (The Center for Sales Strategy Blog) . You may ask why problem-solving is so crucial. It’s simple. Businesses that master this approach optimize their sales process and build stronger relationships with their customers, who see them as reliable solutions providers rather than just suppliers (Pipedrive) . In this article, we’d like to explore the benefits of this strategy and how you can implement it effectively. So, please fasten your seat belts as we embark on this journey to supercharge your sales strategy through the power of problem-solving.

• https://www.pipedrive.com/en/blog/problem-solving-strategies
• https://blog.thecenterforsalesstrategy.com/why-the-talent-of-problem-solving-is-essential-for-sales-performance

Identifying the Top Problems in Sales Strategy

Sales strategy is a significant part of any business. However, it has its challenges. Here are the top problems faced by businesses in their sales strategy:

• Earning brand reputation and prospects’ trust: This is a significant challenge, especially for new businesses facing competition from established ones. Building credibility takes time and effort ( source ).
• Lengthy sales process: Larger and more expensive products or services often have a longer sales process, which can be daunting for potential customers ( source ).
• Lack of training: A shocking 70% of salespeople reported needing formal sales training, leading to a less effective sales team and a poor customer experience ( source ).

These problems can significantly impact a business’s success, highlighting the importance of addressing these challenges head-on.

• https://www.impactplus.com/blog/fix-most-common-sales-problems
• https://www.webfx.com/blog/marketing/sales-challenges/

The Power of Problem-Solving

The world of sales has undergone a significant transformation. A more empathetic, problem-solving approach has replaced the old, aggressive tactics prioritizing closing deals over everything else. This innovative strategy focuses on understanding the customer’s problems before offering solutions through the company’s offerings. This approach builds trust and fosters a stronger relationship with the clients. ( source )

So, what does this problem-solving process involve? It’s a three-step process designed to increase sales and enhance customer satisfaction.

• The first step involves asking questions to understand the customer’s problem. Questions such as “What has been going on?” or “How long have you had this issue?” can help businesses gather the necessary information to offer effective assistance. ( source )
• The second step is to identify the problem and understand what solutions the customer has already tried or considered. This ensures that the solutions you provide are relevant and useful.
• The final step is to offer a solution. It is crucial to remember that the solution should directly address the customer’s problem and offer a promising resolution to their pain point. If done correctly, the sale should come naturally, leading to a satisfying experience for both parties. ( source )

Adopting a problem-solving approach in sales has far-reaching benefits. Businesses that prioritize helping consumers tend to disrupt industries and earn customer loyalty, which translates to more reliable and consistent revenue streams. For instance, customer-centric companies delivered shareholder returns of 150 percent over six years, a stark contrast to the S&P 500’s 14 percent. ( source ) Moreover, a problem-solving approach promotes better collaboration within the company. It encourages departments to rise above internal politics and work together to solve the customer’s problem. This collaborative approach can help sales teams overcome outdated compensation systems, suffocating parameters, and interdepartmental tension. ( source )

In conclusion , the power of problem-solving in sales is undeniable. It revolutionizes sales, enhances customer satisfaction, and drives business growth. Businesses can build stronger relationships with their clients and achieve sustainable success by focusing on the customer’s needs and offering relevant solutions. ( source )

• https://www.linkedin.com/pulse/problem-solving-techniques-3-step-process-increase-sales-leblanc
• https://www.nasp.com/blog/why-your-salespeople-should-be-trained-problem-solvers/

Solving Problem

In the high-stakes world of sales, one of the most crippling problems faced by businesses is a lack of understanding of customer needs . It’s like trying to walk in the dark without a flashlight; you’ll trip over something sooner or later. This issue can seriously hinder the success of a sales strategy, as it obstructs a clear view of what the customer truly wants or needs from your product or service. But worry not, as our product/service comes to the rescue like a knight in shining armor. It can help businesses gain a deeper understanding of their customers’ needs . Imagine being able to read your customers’ minds. Our product/service makes this possible through its innovative features and capabilities. It’s like having a crystal ball showing your customers exactly what they want.

• For instance, a renowned retail brand struggled to understand customers’ wants. After implementing our product/service, they saw a significant increase in customer satisfaction levels, as they were finally able to meet their customers’ expectations accurately.
• Another case study involves a software company. They were losing customers because they couldn’t determine what features their customers valued the most. With our product/service, they gained invaluable insights into their customers’ needs, resulting in a remarkable improvement in customer retention.

Solving Problem 2: Ineffective Communication with Customers

The second problem on our list is ineffective communication. Imagine trying to engage in a conversation with someone who speaks a different language. That’s what ineffective communication in sales feels like. It creates a chasm between businesses and their customers, leading to missed opportunities and declining sales. Here’s where our product/service acts like a universal translator in sales communications. It improves communication and customer engagement, allowing businesses to effectively convey their message, understand customers’ feedback, and forge stronger relationships. An online service provider was battling poor customer engagement due to ineffective communication. After adopting our product/service, they established a robust two-way communication system with their customers, leading to a surge in customer engagement and sales. Another example is a healthcare firm struggling to convey its complex offerings to its customers. With our product/service, they were able to simplify and enhance their communication, resulting in a spike in customer understanding and trust.

Solving Problem 3: Inefficient Sales Process

The third major problem plaguing businesses is inefficient sales. It’s like being stuck in a traffic jam when you’re already late for an important meeting. This issue leads to wasted resources, lost sales, and decreased overall performance. But, just as a helicopter can swiftly transport you out of a traffic jam, our product/service can help streamline your sales process. It increases efficiency, ensuring your sales process runs as smoothly as a well-oiled machine. Take the example of a manufacturing company losing sales due to a slow and outdated sales process. After implementing our product/service, they experienced a dramatic reduction in their sales cycle time, leading to improved sales performance. Another business, a financial consultancy, was grappling with a complicated sales process that confused their potential clients. With our product/service, they were able to simplify their process, making it easier for their clients to understand and engage, resulting in increased conversions.

1: Lack of Understanding of Customer Needs

When crafting a successful sales strategy, a common pitfall many businesses encounter is a lack of understanding of their customers’ needs. This oversight can significantly hinder the strategy’s effectiveness and ultimately stifle business growth ( source ). In the ever-competitive marketplace, businesses that fail to grasp the urgency of their customers’ needs risk falling behind their competitors. However, this issue is not impossible. Businesses can revolutionize their sales strategies and drive growth by employing a solution that provides a deeper understanding of their customers’ needs. This solution can be a product or service designed to help businesses gain insights into their target customers. For instance, companies can utilize customer surveys to identify pain points and understand the market’s current issues. This invaluable data can then be used to develop unique products or services that address these problems, making the business stand out from the crowd and drive sales ( source ).

Successful Implementation Examples

One successful example of this solution in action is social media listening. As one of the most potent sources of customer insights, social media allows businesses to tap into their customers’ needs, desires, and expectations. This strategy has proven effective in improving customer service and building trust, increasing customer retention and referrals ( source ). Another example is using a contact center to meet changing customer needs. By making customers feel appreciated and fostering a sense of loyalty and trust, businesses can ensure they are meeting the needs of their customers. This also allows companies to identify trends and learn about customers’ preferences, further enhancing their sales strategies ( source ). Understanding customer needs is not just beneficial – it’s vital. By implementing solutions that provide deeper insights into their customers, businesses can revolutionize their sales strategies, stand out from the crowd, and drive growth. The power of problem-solving truly lies in understanding the customer.

• https://www.layerise.com/resources/blog/post/10-reasons-why-its-important-to-understand-your-customers
• https://hbr.org/2023/07/let-the-urgency-of-your-customers-needs-guide-your-sales-strategy
• https://callexperts.com/understanding-and-addressing-customer-needs/

2: Ineffective Communication with Customers

It’s often said that communication is the lifeblood of any business, acting as the vital artery that delivers the information necessary for operations and fostering relationships within the workplace. However, when lacking this crucial factor, the repercussions can be felt across the entire business, even extending to external customers. Poor communication can leave employees feeling disconnected without clear directives from management, leading to decreased satisfaction, engagement, and overall performance. This absence of clear communication can also lead to the creation of silos within departments, hindering efficient teamwork and alignment with the company’s vision and goals. All of this can contribute to an unsatisfactory performance at the departmental level and beyond ( source ).

The negative outcomes of poor communication can manifest in various ways. One notable impact is increased employee turnover. Employee retention is a vital metric, as the cost of replacing an employee can be as much as three times the person’s salary. On the other hand, companies with effective communication are 50 percent more likely to report turnover levels below the industry average ( source ). In the realm of customer service, poor communication can be doubly damaging. Firstly, employees lacking the information they need to perform their roles efficiently can harm customer-facing roles. Secondly, low employee morale can translate into negative customer experiences, as customers can sense dissatisfaction among the staff. Thus, fostering effective communication can improve customer satisfaction and increase company revenue ( source ).

Explore how our product/service can enhance communication and customer engagement. Active listening is a key aspect of effective customer engagement. By practicing this skill, you can better understand your customers’ needs and respond accordingly. Active listening can also help foster stronger customer relationships and offer better solutions to meet their needs ( source ).

Technology plays a vital role in optimizing customer communication. Consider incorporating features like live chat, chatbots, or a knowledge base to enhance customer interactions and improve communication efficiency. Our platform, Guidde, can assist businesses in creating video documentation, which can be a game-changer in improving customer communication and engagement ( source ).

Now, let’s look at some real-life examples of successful implementation of these strategies. Companies like Zappos , Amazon , and Warby Parker have set the gold standard for customer communication and engagement. Zappos is known for its personalized customer service approach, while Amazon has become a symbol of fast and reliable delivery. Warby Parker, on the other hand, has distinguished itself by providing personalized styling recommendations, free at-home try-ons, and top-notch customer service ( source ). By following in the footsteps of these successful companies and prioritizing customer communication and engagement, businesses can retain customers and gain new ones through positive word-of-mouth recommendations and strong brand loyalty ( source ).

• https://fsd.servicemax.com/2017/11/08/6-business-impacts-poor-communication/
• https://www.guidde.com/blog/tips-for-effective-customer-communication-and-engagement-a-full-guide
• https://www.uschamber.com/co/good-company/growth-studio/successful-companies-that-reinvented-their-business

3: Inefficient Sales Process

An inefficient sales process can be a major roadblock in achieving your sales targets. It’s like navigating a ship through a stormy sea without a compass. You’ll likely get lost, waste time and resources, and end up nowhere near your destination. Researching , for example, can severely limit the number of your calls and the quality. This is a classic example of a time-sucking inefficiency that needs to be eliminated.

Drawbacks of an Inefficient Sales Process

One critical drawback of an inefficient sales process is that it often does not reflect the behaviors and practices of your top performers. Your sales process should serve as a roadmap, guiding your team toward success. If it’s not designed with your top performers in mind, it’s like following a map drawn by someone who’s never visited the destination – it’s bound to lead you astray. Membrain suggests that your top performers should be involved in developing your sales process to ensure its effectiveness. Another major pitfall is an over-reliance on tools. Tools can increase efficiency but create a false sense of security, leading to complacency. The Six & Flow blog warns against using too many tools for prospecting, contact, deal management, forecasting, and sending quotes. This can lead to confusion and inefficiencies in the sales process.

Streamlining the Sales Process

Streamlining the sales process involves much more than just cutting out the fluff. It’s about focusing on what matters – closing deals and making sales. One way to do this is by adopting a customer-centric approach . A sales process entirely focused on the salesperson is like a one-sided conversation – it doesn’t engage the customer and is unlikely to lead to a sale. Further, sales training and coaching are essential to an efficient sales process. Studies show that only 9% of companies see behavioral changes after-sales training, suggesting a need for ongoing support and development. Regular coaching calls, checkpoints, goal setting, and holding your team accountable are crucial to increasing sales.

Real-Life Examples

Take Company X, for example. They were struggling with an inefficient sales process that wasted time and resources. After implementing a streamlined sales process focused on customer engagement and ongoing sales training, they saw a significant increase in their sales performance. This is just one of many examples of how a streamlined sales process can lead to improved sales performance.

• https://www.membrain.com/blog/4-mistakes-that-lead-to-an-ineffective-sales-process
• https://www.sixandflow.com/marketing-blog/10-questions-to-uncover-inefficiencies-in-your-sales-process
• https://www.thesalesblog.com/blog/13-colossal-inefficiencies-that-destroy-sales

Implementing the Problem-Solving Approach

Adopting a problem-solving approach to sales can be a game-changer for businesses. However, it’s not just about deciding to solve problems; it’s about how you implement this approach. Here’s a step-by-step guide on how to do this:

• Ask Questions: The first step is understanding the customer’s problem. To do this, businesses must ask questions. Get to the heart of the issue by asking, “What has been going on?” or “How long have you had this issue?” These questions will help your business gather information to offer effective assistance ( source ).
• Identify the Problem: Once you have a clear picture of the problem, it’s time to identify solutions that the customer has tried or considered. This step is crucial because it prevents offering solutions that have already been tested and failed.
• Offer a Solution: The final step is to offer a solution. This should be based solely on the problem identified. If there’s any uncertainty, it’s better to return to the second step. The proposed solution should address the customer’s problem directly or offer the most promising resolution to their pain point. This should lead naturally to a sale (source) if done correctly.

However, implementing this problem-solving approach in sales is not a one-time exercise. It requires constant evaluation and adaptation. This is where the concept of Lean Planning comes in. By regularly revising business strategies, businesses can shift strategies more fluidly, reducing risk while keeping the team on the right course. Testing ideas and iterating often is essential to avoid wasting resources on strategies that don’t work ( source ).

Finally, it’s important to remember that problem-solving is a process. It’s about being adaptable, proactive, and resilient. Failures are not the end but learning opportunities. Think of problem-solving as a puzzle worth solving, and remember – every failure refines and eliminates issues in your strategy ( source ).

• https://www.liveplan.com/blog/the-best-ways-to-approach-problem-solving-in-business/

Maximizing the Benefits of Problem-Solving in Sales

Problem-solving is not merely a resolution mechanism but a powerful tool when applied to sales strategy. It provides a roadmap to decipher the complexities of business and customer needs. It’s like a magic key that opens the doors to increased customer satisfaction , business growth , and sales performance . However, the benefits of problem-solving in sales can only be fully realized if applied correctly and efficiently. The following discussion will provide tips and strategies for effectively utilizing problem-solving in your daily sales processes and maximizing benefits.

Initially, it’s crucial to understand that problem-solving in sales isn’t a one-time event but a continuous and dynamic process. Like a gardener who continually weeds, waters, and nourishes his plants to ensure their growth, sales strategists must continually identify, analyze, and solve problems as they arise. The proactive and regular application of problem-solving techniques ensures that your sales strategy remains agile and adaptable to market changes.

• Integrate Problem-Solving in Daily Sales Activities : From initial customer engagement to closing a sale, problem-solving should be an integral part of daily sales activities. Regularly engage your team in brainstorming sessions to identify and address sales hurdles and turn them into opportunities.
• Encourage a Problem-Solving Culture : Cultivate a culture where problem-solving is considered a positive, not a negative. Encourage your sales team to view problems as opportunities for growth and improvement, not as roadblocks to success.
• Train Your Team in Problem-Solving Techniques : Provide regular training and resources to your sales team, enhancing their capacity to effectively use problem-solving techniques in their daily activities. This empowerment will boost their confidence and capability to handle complex sales scenarios.

Furthermore, the art of problem-solving extends beyond the boundaries of an organization. It’s important to engage customers in this process. Listening to customer’s concerns, understanding their problems, and then providing solutions that meet their needs is a powerful way to build strong and lasting relationships. This meticulous approach strengthens customer loyalty and promotes repeat business.

• Customer Engagement : Engage customers actively in the problem-solving process. Conducting customer surveys and feedback sessions can provide valuable insights into their concerns and expectations.
• Personalized Problem-Solving : Every customer and their problems are unique. Tailor your problem-solving approach to meet the specific needs of individual customers. This personalized approach can significantly enhance customer satisfaction and loyalty.

Continual evaluation and adaptation are the final keys to maximizing the benefits of problem-solving in sales. Like a skilled sailor who adjusts his sails to catch the wind, sales strategies must be regularly reviewed and revised based on market trends and customer feedback. This ongoing evaluation and adaptation ensures that your sales strategy remains effective, competitive, and profitable.

Solving the Top Problems with Your Product/Service

Transforming the landscape of sales strategy, our product/service identifies the most pressing problems businesses face and provides an effective solution. By implementing our innovative product/service, businesses can significantly enhance their sales performance, customer engagement, and overall success.

1. Addressing the Lack of Understanding Customer Needs

A primary issue plaguing businesses in their sales strategy is a lack of understanding of customer needs. Falling short in comprehending your customers’ desires can lead to misguided strategies and lost opportunities. However, our product/service is designed to bridge this gap. It helps businesses gain valuable insights into their customers’ needs. It does this through a comprehensive analytics system, which tracks customer behavior and preferences. This gives businesses the necessary data to tailor their services to meet customer demands. An example of this in practice is Company A, which used our product/service to better understand their customers’ needs and saw a significant increase in customer satisfaction and sales.

2. Overcoming Ineffective Communication with Customers

Poor customer communication can lead to misunderstanding, dissatisfaction, and lost sales. Our product/service addresses this by enhancing communication channels between businesses and their customers. It integrates various forms of communication into one platform, allowing businesses to engage with their customers effectively and efficiently. A case in point is Company B, which, after leveraging our product/service, experienced a marked increase in customer engagement and sales.

3. Streamlining an Inefficient Sales Process

An inefficient sales process can drain businesses’ time, resources, and potential sales. Our product/service introduces a streamlined, automated sales process that eliminates unnecessary steps and optimizes efficiency. It automates repetitive tasks, provides real-time data for faster decision-making, and integrates all sales activities into one platform. Company C, which once struggled with an inefficient sales process, applied our product/service and quickly noticed a boost in its sales performance. By tackling these three main problems, our product/service takes a strategic, problem-solving approach that revolutionizes the traditional sales process. It’s not just about selling more; it’s about selling smarter. As businesses have seen, implementing our product/service can substantially improve sales performance, customer satisfaction, and overall business growth.

In the fast-paced sales world, solving problems swiftly and effectively can distinguish between a deal won and lost. As explored in this article, problem-solving can help sales teams optimize their strategies and achieve better outcomes. At its core, problem-solving systematically approaches challenges and devises creative, practical solutions. This can be as simple as a trial-and-error strategy, testing different solutions until the best one is found. Or, it can involve a more complex process, such as the implementation of a CRM solution and the ongoing optimization of sales processes based on data and feedback, as discussed by Pipedrive .

But what does this look like in practice? A salesperson who excels in problem-solving doesn’t just stick to a handful of tried-and-true solutions. Instead, they adapt their approach based on each client’s needs and challenges. Unexpected issues do not throw them off. Instead, they view them as opportunities to demonstrate their expertise and add value. As The Center for Sales Strategy points out, problem-solving is the basis for sales. As we move forward in a business landscape that’s more competitive than ever, adopting a problem-solving approach can give your sales team the edge it needs. Equipping your team with the tools and strategies to tackle problems head-on can improve your sales performance and drive your business success. For those interested in implementing this approach, various resources are available to guide you. From e-books on coaching sales talent to detailed problem-solving checklists, these tools can help your team turn talent into performance. Regular feedback and key metrics are essential to ensure that your solutions remain effective over time.

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Grow » sales, 5 things to do when sales are down.

Stuck in a sales slump? Try one of these expert-recommended strategies to turn your numbers around.

Every business will have ups and downs in their sales. If you find your business in a sales slump, don’t resign yourself to failure: Now is the time to evaluate your current strategies, shake things up and try something new.

Taking action quickly is the best way to help you reverse your losses and regain profit. Here are five expert-recommended ways to identify and fix your sales issues.

Uncover the root cause

Before you try to increase sales, you have to understand what caused them to decline in the first place.

There are many potential reasons why sales could be down, both internal and external. Sometimes, the market or season could just be bad. However, there may be some internal factors that are hurting your numbers.

“Businesses don’t run on autopilot,” said Mark Kohlenberg, founder and CEO of Moral Code . “Look at your business as if you were a competitor. Find the weak points and immediately correct them.”

Lewis Goldstein, president of Blue Wind Marketing , recommends spending time with your salespeople to begin your internal investigation.

"[Look] into when the problem started happening and what events surrounded it," he said. "It’s important to involve your team so you can get a variety of perspectives. Each person will have a different context to what the cause could’ve been."

It also never hurts to get a fresh set of eyes on your business. An outside perspective can help you spot things you may have missed.

“It sometimes will make sense to bring in … a consultant or coach, to uncover the root cause,” Goldstein said. “They have the ability to ask the right questions and to know what to look for.”

Talk to your customers

Talking to customers who have done business with you before can provide answers as to why sales are going down. Learn why they gave you their business in the first place, and why they are or aren’t coming back.

“Find out what they like and add to it,” said Kohlenberg. “Find out what they don’t like and remove the product or process. There is no better research than talking face to face with your customers and prospects — plus, it's free!”

[Read: 6 Tips for Generating Sales Leads ]

Taking action quickly is the best way to help you reverse your losses and regain profit.

Hire new sales people

When products simply aren’t selling, it helps to bring in a sales team who can market and sell them.

“Great salespeople are worth it and can make a major difference on your bottom line,” said Goldstein. “You get what you pay for.”

An excellent sales team can bring in new business and more than make themselves worth the cost. Goldstein also advised looking for people who will be a good cultural fit for your company, so they not only improve sales, but also add to the morale and atmosphere.

Partner with other businesses

Davina Farahi, founder of Shaya , says teaming up with another business can generate sales and expose you to a new type of customer.

“[Choose] a brand that has a similar customer base for a giveaway or to design a special product,” she said. “It’s an easy way to gain exposure to a customer base that is interested in what you are selling.”

Everyone loves getting something free, and giveaways are a great way to attract more eyes on your product and increase your customer awareness.

According to Goldstein, partnering with another business is done by “ethically leveraging all the money, time, energy and effort the other business has put into acquiring the customer.” A collaboration can financially benefit both companies involved and give you a potential future business partner.

Take charge

As a leader, you need to be accountable for declining sales. Kohlenberg cautions against delegating tasks to someone else: “Own your responsibility and meticulously manage the details,” he told CO—.

Once you find a solution, execute quickly.

“Speed is everything” Kohlenberg added. “Every day you wait, you lose another customer and drive them over to a competitor.”

[Read: How to Boost Sales With Biz Dev ]

For a business of any size, declining sales is a serious problem. But the solution may not be as far out of reach as you think. If something hasn’t been working, don’t be afraid to try something new or unconventional. It can only teach you more about your sales and what your customers respond to.

“You need to change things up, take risks, have fun [and] experiment,” said Kohlenberg. “Challenge your customer and challenge yourself.”

CO— aims to bring you inspiration from leading respected experts. However, before making any business decision, you should consult a professional who can advise you based on your individual situation.

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10 Surprising Things That Explain a Decline in Sales and How to Resolve It

Sales play a pivotal role in any organization. This is what they call measurable success. Another important role of sales is connecting the customer’s needs to the products and services that a business offers.

Sluggish sales growth can put a company in hot water, with the worst case scenario being bankruptcy. Yet some business owners aren’t aware of why their company is failing. That's why it's important to understand every piece of the sales process.

Sales performance results from different factors in the business, like the marketing strategy, the product or service itself, the management, customer service, or the market.

All elements of the business must be perfectly in sync. However, no matter how hard you try to keep the business as smooth as possible to get great sales performance, there could still be overlooked issues having a direct impact on revenues. You may not even be aware of some of them.

Reasons Behind a Decline in Sales and How to Reverse It

Here are some easily overlooked reasons for low sales performance that can help you increase sale volume.

1. Not paying attention to the customer’s needs

Understanding customers and being aware of what they need is pivotal to the business’ success. Planning is useless if businesses lose touch with their customers and fail to identify what they really need.

Understanding the customer’s buying behavior, getting feedback and doing a sales growth trend analysis will get business owners some answers. • Are they satisfied with your current products or services? • Are they asking for more features? More benefits? • Do they still love your products?

Finding out the answers to these questions will help you improve or change your marketing strategies.

2. Poor working conditions

One of the most important and sometimes overlooked factors is poor working conditions. Employees must be happy and comfortable in their working areas, otherwise it will hinder productivity which, in turn, impacts your sales performance.

An example would be providing recreational opportunities for employees. Toyota has worked to humanize their production environment since it was founded, as have many Fortune 500 companies such as Google.

3. The product or service has no Unique Value Proposition

There is an e-commerce site called “Pipcorn” where they sell mini-popcorn online. There are so many types of popcorn in the supermarket, some that you can even make at home. What makes Pipcorn’s popcorn so special that you have to order it online?

What sets them apart from other popcorn is that they are small and easier on your teeth and to your stomach. They also claim to be the freshest and the crispiest. They are so successful that they have full distribution across the United States with staff and their own factory.

These are things that set the company’s product apart from anyone else’s, essentially creating its value proposition.

4. Mismanagement or leadership failure

Business decisions should be in line with the vision of the company. One wrong decision could cause the business to spiral down and fail. A lot of business fail because of poor management.

Improper delegation, poor employee management, financial mishaps, unhealthy culture, not being receptive to change, not expecting the unexpected; these are just some examples of poor leadership.

5. Scaling when you’re not yet ready

Let’s say a business is doing great for two months. It’s gone better than expected and revenues have doubled over projections.

So, you hire more people and you get more merchandise. Then after six months people are no longer buying the product. It wasn't ready to scale to that level just yet. You only scale when you’re ready.

6. Marketing and sales are not aligned

Sales and marketing should collaborate on every move, otherwise it affects sales.

Sales depend on marketing efforts and strategies. A solid marketing strategy that focuses on monthly targets and qualified leads helps to drive sales.

7. No organic web traffic to support sales

The company's digital presence plays a huge role in the modern age of doing business. Web traffic can supply a steady stream of leads or potential customers.

For example, if the business has no social media account and most of their customers are to be found there, how will people know they exist? Understand where to get unique, organic traffic that is built on relationships so that you can move those relationships into sales.

8. Not paying attention to the competitors

Your competitor might have just launched a new product with great features that tops all current competitors, yet you had no idea this was happening.

You need to know how your competitor moves at all times so that you can take immediate action and develop strategies that can keep your business competitive in the marketplace.

9. Poorly trained staff

Resources and training should ensure the staff’s competency and effectiveness. For example, customer service representatives without adequate training won‘t be able to communicate with the customers properly.

Allow time and resources for proper training in all areas of your business.

10. Disregarding customer loyalty

Customers who always patronize the business should be treated well. Customer relationships should be of the utmost importance. One unsatisfied customer could have a detrimental effect on the company, especially if that customer takes it out on social media.

Offer loyalty cards or discount coupons for regular customers to know they are valued.

Final Thoughts on Declining Sales

Sales volume that’s trending down is a warning flag that something isn’t quite right.

Evaluate each of the mentioned points in your business and see where you might be costing yourself sales. Make this part of your monthly sales checkup.

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Stop it Before it Happens: 8 Tactics to Avoid Declining Sales

Benchmark Team

May 11, 2021 6 min read

Summer is great for a lot of things, including long days at the pool or beach, boisterous backyard barbecues, and catching up on all the sunshine you missed over the winter months. What summer is not so great for, unfortunately, is sales .

The reasons for the summer sales slump vary but seem to boil down to the fact that people are more busy enjoying the weather than engaging with businesses. Likewise, your sales team may be equally eager to get out into the sun, and in turn, a bit less invested in their day-to-day tasks.

Maybe you’ve noticed the summer slump yourself. Or maybe you’re dealing with declining sales at a different time of year and for different reasons. Either way, if your sales are down, then you need to be taking specific steps to remedy the situation. There are also things that you should be doing to avoid slumps entirely and keep your sales on pace regardless of what’s going on around you.

Here are eight things that you can do to prevent declining sales and to help ensure you’re doing everything you can to meet or exceed your goals.

1. Understand Why Sales Slumps Happen

We’ve mentioned one type of dreaded sales slump, but summer trends aren’t the only thing that may be at play when you start to see your sales dip.

There are lots of different attributable reasons why your sales might be going down, and in order to remedy them, you need to be able to pinpoint what they are. Some possible explanations in addition to seasonal trends include poor team morale or a lack of team talent or incentives. It’s also possible that you’re not targeting the right customer base or that your sales and marketing objectives are too narrow — or too broad.

Whatever the reason, it’s imperative that you put on your detective hat and get to work identifying them. The sooner you can understand the roots of your declining sales problem, the sooner you’ll be able to take steps to fix them.

2. Create a Happier Workforce

Happy employees don’t just contribute to a more positive workplace culture — they also contribute to driving more sales .

A happy and engaged workforce just might be the single biggest advantage your business can get in today’s economy. A study out of Yale University found that happy salespeople make more sales, upsell more often, and lead to more satisfied customers.

So how do you create a happier workforce? It starts with ensuring that your team members feel valued, which includes everything from offering attractive compensation and benefits packages to promoting a better work-life balance . The more that you can improve sales team satisfaction, the more benefits that you should see in daily productivity and overall sales.

3. Set Clear and Achievable Goals

All businesses want to sell as much as possible, but that’s not a very clear directive to give your team. Instead of just telling everyone to aim for the stars and leaving it at that, make sure to lay out very clear and realistic goals that your sales reps can strive for.

What these goals look like will be unique to your company. Base them on past performance and actual data, keeping in mind that if a majority of your team is unable to meet your expectations, then it’s almost certainly the goals, and not the individuals themselves, that are to blame.

4. Set Out Incentives

Just as crucial as setting achievable goals is recognizing and rewarding team members when they reach them.

One way to do this is to offer a tiered commission structure where the further a rep exceeds their goal, the more their commission rate increases. Bonuses and perks for exceptional performance can also go a long way — as does actually calling out and recognizing those sales reps and teams that go above and beyond.

Incentives do more than just give your employees a carrot to chase after. By recognizing and celebrating hard work, you show that you value your team members and all that they do for you. This helps create that happier workforce we mentioned earlier and also goes a long way toward ensuring your staff feels valued.

5. Invest in Training

You can’t expect a poorly trained sales staff to be at their most effective.

The onus is on management to organize and encourage proper training protocols. Failure to do so means that you have a workforce that likely isn’t on the same page in terms of what you’re trying to achieve and how you intend to achieve it.

An employee handbook is not enough. Make sure that you’re facilitating impactful training practices starting with onboarding and continue to offer new ways for your team to learn and grow together. Not only does this keep everyone briefed on how to best do their jobs, but it also provides management with an opportunity to regularly take the pulse of their employees and hone in on any areas where dissatisfaction or a lack of guidance is standing in the way of optimal sales.

6. Optimize Your Marketing Strategy

Sales and marketing are inextricably linked, with failures in one department often speaking to failures in the other. And while it’s definitely unfair to put all of the blame on marketing if your sales are on a downhill trend, it is possible that the marketing tactics currently being used are missing the mark — and that fixing them could have a positive impact.

You don’t need to overhaul your marketing plan entirely to see better results, but you do need to focus on being more strategic with it. Look at your marketing data and analytics to see where the gaps might be, and undertake important tactics such as reworking your customer personas, organically growing your email contact list , and upping the ante of your re-engagement campaigns .

7. Re-evaluate Your Audience

It’s possible that declining sales are a result of a misunderstood audience pool.

While all companies have a desired customer base, the actual people who buy your product may or may not align with this vision. In order to maintain and increase sales, it’s essential that you know exactly who you’re selling to, including not just their demographics but their preferences and pain points.

Re-evaluating your audience is about research. You want to really dive into the details of what makes your core customer group so that you can be sure you’re not just reaching out to the right people but reaching out in a way that is going to be most effective for sales.

To start, take a look at your current customers and their similarities. And while you’re at it, make a point of monitoring common sales hurdles. Chances are that there are pretty standard reasons across the board the deals aren’t closing and that the opposite is true of the deals that do go through.

8. Stay Positive

Sometimes it can be your outlook standing in the way of making a less than desirable situation better. Perhaps the best tip that we can give if you’re facing declining sales is to stay positive and keep your head in the game. Giving up and assuming that things can’t get any better than they are is a surefire way to guarantee that that’s the case. Meanwhile, if you continue chugging along with what you’re doing while also looking for specific problems and resolutions, there’s a huge likelihood you’ll overcome the downward trend.

Success isn’t a passive endeavor. Nor is it always promised to you. By accepting that slumps happen — and working through them when they do — you give your business the best chance at rebounding your sales and seeing brighter days ahead.

Take Action on Declining Sales

If you start to see your sales drop, it’s a warning sign that something is amiss. Be sure to keep a close eye on the data so that you’re always well apprised of dips as soon as they happen and so that you can take action right away. In many cases, your sales are due to outside forces and will bounce back on their own. And if that’s not the case, immediate action means that you can avoid the worst — and get your sales back on track as soon as possible.

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10 Reasons for Declining Sales

Updated Feb 2, 2024 — 8.63 min read

Table of Contents

Emergence of new competitors in the market, traditional marketing, providing unwanted services to customers, achieving harmony between the marketing team and the sales team, not paying attention to customer needs and developing them, constantly reviewing prices, changing the usual marketing activities, bad customer experience, customers feel disconnected from the product or service, customers have many options to choose from, customers don't trust you anymore.

One of the most important things to keep in mind is that there are many reasons for declining sales. It could be a change in the market, or a change in the environment. It could also be changes in your business's strategy, or it may even be a change of staff. Whatever it is, you need to find out what the root cause is and address it as soon as possible.

It can be difficult to find the root cause of declining sales  and what to do about it because there are many factors that can lead to a decline. It is important to keep in mind that there is always something you can do even if you don't know what the problem really is.If your business has been experiencing a decline and you feel uncertain about how to proceed, it may be beneficial for you as an owner or manager of your own business or small organization, or as a policymaker to explore different options like reducing expenses, raising prices, or improving the service.

Sometimes companies face a sudden or gradual decrease in sales, clearly, and making profits is little and not as it was before, and this may be due to several reasons, most notably the emergence of new competitors in the market, or because of pricing or poor customer service and communication with them, which causes stagnation and clear weakness In sales, and when this happens, you must move quickly and find out the reason for this decline, which led to the decline in sales, and find appropriate solutions.

The world is changing and so are people’s buying habits. They are more informed, educated and have a lot of options to choose from. The old school tactics of sales will not work anymore.

The most prominent problems that lead to low sales and their solution are the following:

Some developments occur in the market, which causes the emergence of new competitors directly, and they attract customers to them, which affects the market share. All the details of his business, and then answering and confronting him, such as: offering discounts in prices to customers who were attracted to the new competitor, offering offers, or any appropriate form of service.

Competitors are an important factor in the success of a company. They provide a degree of competition that forces businesses to lower their prices and improve their services, which helps keep the market price at an acceptable level.

Customers are attracted to renewed commercial activity, whether this activity is on the ground or online, so there must be renewal in the way products are marketed, modern touches from time to time and the ability to innovate.

The marketing team structure is one of the most important aspects in an organization. It is the backbone of any marketing strategy, and it can be a deciding factor in its success or failure.

The marketing team structure has to be aligned with the company’s goals, objectives, and strategies. The size and diversity of the team will depend on these factors as well. A company may have different teams for different departments like sales and customer service, or it might have separate teams for each channel like social media marketing or email marketing.

Customer service is one of the jobs that affects the sales of commercial activities, so it is necessary to pay attention to details, respond to customer inquiries, positive interaction with them, and flexibility in responses so that the volume of sales does not decrease and no damage occurs to the company’s reputation.

Therefore, appropriate effort must be made and customer service staff should be well trained. And provide them with all the information they need to attract customers in the right way.

Sometimes sales are negatively affected when the communication between the marketing team and the sales team is weak and negative, and this causes dissonance in performance and goals, and causes a clear weakness in sales, such as when a product is marketed and there is a high demand for it without the availability of quantities of this product so that customer requests are covered.

Awareness of customers needs and understanding them is essential for sales marketing, taking into account customers' tendencies at different times. For this reason, ideas must be developed, customers buying behavior should be understood, and their opinion should be sought continuously.

In order to keep them happy and loyal according to the Marketing Mix, there are four marketing activities: product, price, place and promotion.

• Product refers to the tangible objects or services that a company offers for sale or in exchange for other goods or services. The firm might also market intangible products such as ideas, music and political leanings
• Price refers to the amount of money charged by a business for its products or services . The price can be calculated by the amount of money necessary to bring a product to market, and what is left over after the production cost has been deducted
• Place refers to the place where a product can be obtained. The place might also be where customers are asked or invited to buy something- Promotion refers to actions taken by an organization designed to increase awareness of its products, services or brands

Price is one of the biggest influences on sales, as a high price increases profit in the short term, but a low price increases profit in the long term, attracts more customers, and increases the company's market share.

If you started with a symbolic price immediately after that, you raised it a lot, here you have opened one of the reasons for the decline in sales. Rather, you must keep the price for a long time in order to win the largest number of customers and allow them to know the quality of your product with the passage of time. You can gradually increase it.

It is better to have a specialized marketing team that performs marketing tasks full-time so that there is no decrease in sales, while using a new marketing experience.

Not dealing with real customers or angry customers:

Old customers who deal with the business constantly are a treasure that should not be neglected, so discounts must be offered to them constantly and offers must be made,at the same time the customer should not be left angry and satisfied as much as possible, and compensate him if his marketing experience is bad if “one customer is not satisfied” It could damage your entire company

The customer service industry has changed a lot in recent years. With the emergence of social media, customers are now able to get in touch with companies and talk to them as if they were friends. This has led to an increased importance of customer experience and how much it means for the company.

A good customer experience is what keeps customers loyal to a company and ensures that they will continue making purchases from the same company. It also helps with building a positive image for the company, which is important when it comes to attracting new customers.

Poor customer service can have negative effects on companies like lower sales, higher costs, loss of customers, etc. It can lead to disgruntled employees who are not happy with their work environment and this can affect their performance too.

Customer engagement is one of the most important aspects of marketing. It is a process that involves engaging with customers in order to increase their satisfaction and loyalty.

A company can do this by providing information about their products or services, responding to customer feedback, and even creating new content for the company’s website or blog.

But what if your business has a product or service that is not tangible? You may be wondering how to engage your customers when they are not able to experience it themselves. Well, you can use influencers on social media platforms to help you reach your target market by talking about your product and sharing their experience with it.

With the increase of options available to customers, it is important for companies to try harder than ever before in order to keep their business going with the new competition. With such a large variety of products and services available, consumers are able to choose who they want to buy from.

This has caused a change in marketing strategies, as companies are no longer able to just rely on ads or billboards. In order for these companies to capture customers they must be present where the customer is.

With such a variety of services to choose from, companies are able to target the customers they want by being present where they are.

For example, companies that offer fitness services are able to target people who work out at gyms or fitness clubs. Companies offering pizza delivery are able to reach out and deliver their product directly to a home or office. This location-based marketing is an effective way for these businesses.

As a business owner, have you ever noticed that your customers are becoming less and less trusting of your company? There are many reasons for this. It could be because there is an economic downturn or because you're in a competitive industry or maybe it's just because the world is changing and consumers are becoming more brand conscious.

Customers don't trust you (a company) anymore because they know that there is a potential for you to do something wrong, which makes them feel uncomfortable and less trusting. If the customer senses that the company doesn't care about their feelings or needs and they assume that the company has made bad decisions in the past, then they will be less trusting of your team and feel more cautious buying from you.

Responding quickly to a drop in sales, even if it is by a small percentage, saves you from a lot of subsequent losses.

Therefore, analyze all of these previous points and study any of them that affected your business, and start dealing with them immediately. By this we will have provided complete coverage of the reasons for the decline in sales and ways to address them.

By now you must be reading How to increase your sales The Best Closing Sales Techniques to Close More Deals and Make More Money  .

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Adapting Your Sales Approach in a Downturn

• Scott Edinger 

The right process can help you boost revenue, expand margins, and successfully launch new products — even in challenging economic times.

We’re all familiar with the aphorism that “A rising tide lifts all boats.” But just because the economy ticks down, doesn’t mean your business has to do the same. Plenty of organizations increase revenue, expand margins, and launch new products successfully in challenging economic times. In this piece, the author offers three strategies to help your sales organization succeed during a downturn: 1) Involve executives earlier in the sales process. 2) Break out of price-driven sales cycles. 3) Refocus sales managers on planning, not selling.

There has been plenty of debate over whether the U.S. economy is in a recession. Regardless of the technical definitions and economic perspectives , many organizations see challenging headwinds on the horizon. Even if companies aren’t feeling the economic pinch yet, they will be more skittish when it comes to spending when news cycles predict doom and gloom.

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The 7 Most Common Sales Problems — And How To Solve Them

7 most common sales problems

• Each sale takes way too long
• You don't have enough leads
• Your leads are unqualified
• You're wasting your effort on bad-fit prospects
• You're spending too much time on low-value tasks
• You're not getting the training you need
• You're struggling to prepare for meetings

In a now-famous article published in The Wall Street Journal in 2021, author Patrick Thomas asked the question many business leaders have been wondering for a while now: Why are so few people pursuing a career in sales?

The article touched a nerve and went viral, getting shared over and over on LinkedIn and other platforms. 

The question was a valid one.

Despite high earning potential and a slew of openings, young professionals were not choosing sales as a career — and mid-career salespeople were leaving the field. S ales offers a lucrative career path, but it has its challenges both as a career and as a responsibility within an organization. 

Whether you’re a young professional looking to get started in sales or a veteran sales rep hoping to solve some of your persistent challenges, this article is for you. 

Below, we’ll cover:

The state of sales today

• Six common problems sales teams face
• How to solve them

Whether you’re a sales rep, sales manager, marketing team member, or business leader, this information will help you chart your course forward. 

Let’s dive in together.

The sales industry is full of myths and misperceptions. If you’ve never worked in sales, you likely have an image of a used car salesman in your head, complete with a phony smile and aggressive sales pitch.

If you have worked in sales, you know it can be a stressful job with hard-to-hit monthly quotas, but it's also rewarding work that puts relationships at the center of everything.   

In reality, modern salespeople are relationship builders. They guide and educate prospects as they move toward a purchase.

There’s a lot less pitching and a lot more listening than th ere might have been 20 years ago. According to research from Salesforce , nearly 90% of salespeople say that selling today is more about listening to the customers than it is about talking to the customers.      

Sales reps are not just listening. They're answering questions, they’re managing emotions, shaping expectations, and building trust with prospects. Taking these steps helps eliminate many sales problems from the very start.

To watch a good sales rep in action is to see deft emotional intelligence on full display. 

Salespeople are a business’s gatekeepers

Salespeople a re the face of your organization. They reach out, shake hands (often virtually), and bring customers into the fold.

In their  role, they are always in the process of building relationships and providing guidance. Sales professionals who give off a pushy, arrogant, or aloof vibe make your whole company seem that way.

Sales teams that freely share the internal knowledge base of your company create bonds and build trust with their prospects and customers.

7 common sales problems (and how to solve them)

Whether they’re selling products or services, B2B or B2C, pros everywhere face the same challenges. There’s a reason these problems are so widespread: They’re notoriously tricky and hard to solve.

Below, I’ll lay out seven common challenges, as well as the solutions we at IMPACT have found to work. 

I’m not claiming I can instantly boost all sales performance. In fact, the solutions I present take time and commitment, but they should start moving you and your sales team in the right direction.

Here are the seven common sales problems — and how to solve them.

Problem #1: Each sale takes way too long

The bigger and more expensive the thing you sell, the more likely that your sales process will be lengthy . After all, there’s no sales process to sell a stick of gum, but bigger ticket items come with more questions, and buyers will need more information and more touchpoints.

Why it’s a problem

Long processes are a problem for a number of reasons. First off is the obiovus one, the longer a sale takes, the more time your team has to spend on it. This translates to fewer opportunities and fewer sales. 

But it’s not just that. 

Salespeople get emotionally bought in to every deal. They build relationships. Some companies have sales processes that last months. For a sales rep who invests six months into a prospect only to have the deal fall through, the effect can be devastating and demoralizing.

How to solve it

Answer prospect questions ahead of time with content

The fastest way to shorten the sales cycle is with sales enablement materials . Have your sales team compile a list of the most common questions they hear from customers. Then, work with the marketing team to develop resources that thoroughly answer these questions .

Sales enablement content could take many forms: blog articles, videos, buyer’s guides, research reports, product stats, or case studies. They should be suited to different steps in the sales process.

More broad, generalized content can be given to prospects early on, whereas case studies would work well with later-stage prospects. 

But this type of content only gets created if your sales and marketing teams work together on it, so get ready to collaborate.

Bonus tip: Align your sales process around buyer decision points

Your sales process should not be arbitrary.

Chart out the decisions a customer has to make in order to buy from you. Then, make sure your sales process aligns with these decision points. This will keep you from making a sales process that moves too fast or too slow .  

Problem #2: You don’t have enough leads

Every customer starts off as a lead — but not every lead becomes a customer. A healthy sales funnel has leads coming in all the time so that paying customers can come out the other end. 

You need leads to have sales, and you need sales to have revenue. Without leads, your business is in rough shape. 

Sales managers should routinely check on each sales rep’s pipeline. While it’s exciting to see late-stage deals move closer to closing, it’s critical to pay attention to the other end of the funnel, too, to make sure good-fit leads are coming in.

Generate better leads with high-quality content — both on and off your platform

There’s no silver bullet to bring in more leads. Many marketing teams will seek to boost organic web traffic, hoping more traffic will mean more leads. Unfortuna tely, this often leads to fluffy content that might drive traffic, but not the kind you’re looking for . 

Marcus Sheridan, author of They Ask, You Answer, started his career as a pool installer. He found that he could get thousands of visits to a blog post titled “Top 10 games to play at your pool party” , but this was not traffic with buying intent , so the high numbers didn’t really matter, from a revenue standpoint.

Instead, he found that thoroughly answering buyer questions was a better tactic. So, instead he’d write something like “Fiberglass pools vs. concrete pools: An honest comparison for your project.”

Sure, the traffic numbers weren’t as high, but the second article drove real leads to his website and gave his sales team a solid foundation. (As a secondary benefit, the same piece of content could be used with prospects already in the funnel.)

The key is being unbiased in the content, and presenting the information fairly.

You shouldn't just rely on your website, though. Social media is more important every year. So is YouTube. And don't forget about short-form video content for YouTube Shorts , Instagram, LinkedIn, TikTok, or any other spot your ideal customers spend time.

Presenting the same content in multiple formats can serve a wider audience. 

This is that same pool article I mentioned above, this time presented in a video:

Problem #3: Your leads are unqualified 

Sales success depends on a steady stream of qualified leads. That is, leads who:

• Can afford what you sell
• Are ready to buy 
• Are decision-makers for the organization (in the B2B world)

Unqualified leads are just the opposite, and if your sales funnel is full of people who aren't going to buy from you, all your other efforts will be for nothing.

You can do everything right — great sales calls, good rapport, smooth presentation — but if the prospect can’t afford you, you’re not going to get the sale.

Commit to buyer education

The biggest factor in lead qualification is budget. If someone can’t afford what you’re selling, it’s best for everyone to k now that as early as possible. Yet, thousands of companies are reluctant to address pricing on their websites . 

As a result, potential customers enter the sales process without knowing if they can actually buy the thing they’re looking at.

And it’s not just price.

Buyers have questions. The more questions you can answer on your website, the fewer unqualified leads you’ll have. Those who are not a good fit for what you’re selling will opt out and stop wasting your sales team’s time. 

Problem #4: You’re wasting your effort on bad-fit prospects

It’s often pretty easy to spot an unqualified lead. They usually can’t afford what you’re selling or they’re simply not ready to buy.  Bad-fit prospects are a little different.

Think of a bad-fit prospect as a person who is sure to become an unhappy customer. They might have the money and the inclination to buy, but the fit just isn’t right.

Maybe they have unrealistic expectations. Maybe there’s a cultural misalignment. A bad-fit prospect might seem good on paper, but it’s just not going to be the right relationship for either of you. 

Happy, satisfied customers build your brand and spin your flywheel, talking about your organization with friends and colleagues.

They leave positive online reviews.

They bring you referral business. 

Unhappy customers do just the opposite. Selling to someone who will steer others away from your brand is worse than not making a sale at all.

Know exactly what you sell — and who it’s for

It’s tempting to say that what you sell is the right solution for everyone, but we all know it’s not true.

• A pickup truck is the right vehicle for some buyers but not others.
• An adjustable-rate mortgage is perfect for certain homebuyers but a nightmare for others.

Every business needs to determine what it sells and who it sells to.

You never want to force prospects to buy something that’s not right for them — and the sooner you’re aware of a bad fit, the sooner your sales team can counsel them out of the sales process. 

Doing so benefits the prospect and your business, which will see an increased customer lifetime value.

At IMPACT, we teach our clients to produce “product/service fit” materials that sales reps can share with prospects. 

Look at this example from a business called Office Interiors. 

The video explains the product and provides information, but it doesn’t go for a hard sell. Instead, it explains who would (and would not) be a good fit for what they’re selling:

Problem #5: You’re spending too much time on low-value tasks

According to research from InsideSales, most sales reps spend only about 37% of their time actually selling . 

Sales is a numbers game. If you want more sales to happen, you need to have more of everything that comes before a sale: more leads, more sales calls, more opportunities. This is not blanket permission to spray and pray — just a reminder that more time spent not selling translates into fewer sales. 

On top of that, your sales team is compensated based on the deals they close. With limited opportunities comes limited earning potential — and this leads to anxiety, frustration, and resentment, compounding any sales problems greatly.

Sales reps need to guard their calendars

The statistic above should be a call to action for all businesses. Yes, there are always going to be meetings, training, and administrative work. But the fact is that your sales team likely spends 63% of its time not selling. 

• For sales representatives: Advocate for yourself and guard your calendar. If you need time for prospecting, block it off on your calendar. Doing research ahead of a call? Block it off. If someone books time with you during prime selling hours, ask to reschedule. Your time is a vital asset. Don’t let other people squander it. 
• For sales leaders: You will need to run point on this. Is there a meeting that could be an email? Could training and feedback come asynchronously? Could that 60-minute huddle be completed in 30 minutes? Take a fresh look at your team’s calendars. Get creative about how you can give your team its time back.

Problem #6: You're not getting the training you need 

The success of a business rests with its sales team. But sales teams are over-stressed, undertrained, and subject to high turnover. 

According to data from  Task Drive , n early 70% of all salespeople say they have not received any formal training in sales. Instead, they describe themselves as “self-taught social sellers.”

An under-trained sales team is less likely to be successful. They stumble in front of buyers, creating a poor impression of the brand they represent. And, in turn, the customer experience suffers. 

Research shows that 58% of buyers say that sales reps can’t answer their questions effectively . In the B2B space, it’s even higher, with 82% of buyers reporting that sales reps are unprepared.  

Make time for training

I know what you're thinking — Didn't you just say "guard your calendars"?

Yes, but there's a difference between unnecessary meetings and highly-necessary training. If you really want to improve sales performance, it's not just about getting more at-bats. It's about coaching, mentorship, and a positive culture of feedback. 

The best sales training is personalized, continual, and supportive .

Some of the biggest problems sales reps face can be solved by putting the customer at the center of the whole buying process. 

Problem #7: You're struggling to prepare for meetings

Sales reps' time is precious, but with a calendar full of meetings, it can be hard to find the time to prepare for each one. 

An underprepared sales rep is an unsuccessful sales rep. You always want to give your buyer the impression that you're very well-versed in what you're selling and who you're selling to.

Use AI to improve your prep work.

Here in the AI revolution, you can find tools to help make your preparation more efficient.

My colleague Chris Duprey, an experienced sales coach, shared this list of AI-based tasks and activities for sales reps . 

• Call review with AI.   AI tools like   Gong   and   Chorus   will automatically record and sort your Zoom calls, and then provide detailed insights that range from the high level (think: how much time did I have my slide deck up during that one-hour meeting?) to the specific (how clearly did I articulate the ‘next steps’ at the end of the call?)
• Role-play with AI.   We all know that role-plays work — and we all know that people often don’t like doing them. With a few prompts, you can create a basic role-play scenario with   ChatGPT .
• Ask for feedback on a presentation.   If you’ve been staring at the same text for an hour, AI can see your work with fresh eyes. Put the text from your slides into a chat and ask for feedback. Are there holes in your logic? Do you belabor certain points? Let a tool read the slide deck before you show it to a client.
• Use an AI slide builder   to create a rough draft presentation that you can fine-tune. I use   Slides AI .
• Research a company’s website.   If you don’t have time to pore over dozens of pages, ask AI to do it. Use a ChatGPT plugin to access the internet and put in a company’s URL. It will come back with takeaways you can research further.
• Write outreach emails much quicker than before.   If you train AI on your voice and style, smart composers like   Grammarly   or   Jasper   can crank out emails that you’ll just need to polish.

And this is just the tip of the iceberg. There are AI tools that can speed up any time-consuming task on your plate.  

Empowering your sales team for success

Today, buyers are more savvy and well-informed than ever. Unfortunately, some sales teams are holding on to outdated sales techniques that don’t fit the way today’s customers make purchases. They’re still stuck in the hard-sell mindset that’s turning off buyers — and causing so many young professionals to resist going into sales. 

The antidote to the vast majority of sales problems is education:

• When we focus on buyer education , some of our most persistent sales challenges vanish. We shorten the sale cycle, build trust, and weed out bad-fit prospects.
• When we focus on our own education , we stay up to date on new technology that can help us do our job better. But that’s not all. Education keeps us open to feedback, willing to grow, and more likely to collaborate. 

Before the internet changed how people buy, sales reps held all the information. This led to distrust and unhappy customers. Today, education can free the buyers and the sales reps from that highly flawed model. 

When businesses commit to solving the most persistent sales problems, it benefits both seller and buyer. 

At IMPACT, we train businesses to put their customers at the center of their marketing and sales efforts.

If you want to begin to see what’s possible, take our free course: The Fundamentals of Virtual Selling . Suddenly the sales outcomes you’re shooting for will not seem so out of reach. 

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Join the 40,000+ sales and marketing pros who receive our weekly insights, tips, and best practices., thanks, stay tuned for our upcoming edition..

Four Key Steps to Fixing Declining Sales

CSO Insights surveyed over 2,800 business and discovered most were raising sales quotas, despite low quota achievement in the previous year. In fact, sales person quota attainment has actually been gradually decreasing for years and CSO Insights anticipates it to drop even more.

Top executives request for increasingly more, searching for income growth, nonetheless, sales experts are experiencing an enhanced rate of essential difficulties:.

• Lead flow is in decrease
• Choices are delayed or delayed
• Budgets are tight
• Fewer purchasers return calls

  We made use of to clear 6 feet, but it’s getting harder and harder. Now the bar’s increasing. If it was difficult before, now it’s nearly difficult. Exactly what’s a sales leader to do?

This short article examines the root causes of these sales difficulties and explores how the best business have actually adapted to deliver superior outcomes. The goal is to supply you with a plan you can make use of to put steps in area today for improved sales performance.

The Slow Fatality of Interruption Marketing

Almost because the telephone was created, salesmen have cold-called customers– disturbing them with a sales tale. After the arrival of email, another invasive communication approach emerged. Email blasts became the low cost, mass provided equivalent of cold calling. Other outbound marketing channels consisted of Pay per Click and broadcast communications (TV/Radio ads).

The arrival of high speed internet connections and technology like Caller-ID, CAN-SPAM, and DVRs are slowly however gradually rendering so called “interruption-marketing” outdated. It’s not that it never works, after all, even a damaged clock gets the time right twice a day, however rather that it’s become easier to stop and its efficiency drops lower and lower.

Companies that count on salespeople to cold call prospective customers or employ other disturbance marketing methods are experiencing sales representative churn and missing their numbers. It’s clear something needs to change.

Secret Sales Challenges

Below are the troubles that sales experts confront with enhancing frequency:.

• Cannot get that elusive first and 2nd conference.
• Deals are reducing, choices are postponed, and discounting is widespread.
• In the eyes of the prospect, all choices look the same. There is little distinction.
• Salespeople today fulfill a prospect more educated than ever. They know your item, your consumers and probably your rates. They have seen social networks and read customer remarks or peer testimonials.
• Buyers are tougher than ever. With reducing staff, each person has to do the job of numerous people and business can get top talent for key duties like the Strategic Acquiring Manager.

The Sales Experts Chime In

When professionals were requested for the top 3 approximately troubles they see in sales organizations today, their feedbacks shared consistency and the real world frustrations held by sales staff and sales managers.

Jill Korath, Offering to Big Companies.

• The chasm separating marketing and sales. Marketing is not offering exactly what sales truly needs.
• Reducing sales pipelines. Less deals to work.
• Lack of differentiation. To leads, all choices seem the very same.

  Kevin Temple, Enterprise Selling.

• Less sales offers. Had to get even more from each opportunity.
• Qualification. With fewer deals, we need to know whom to disqualify.
• Inspiring to do something about it. Stop losing to “no decision.”
• Redo the selling process to gain empathy.

  Dave Stein, ES Research.

• Hard buyers. More seasoned and extremely practiced, such as Strategic Sourcing as opposed to Purchasing.
• Salesperson option. We employ those proficient at talking to but not good at sales.
• Absence of offering abilities. Few salespeople are in formal sales training and the majority of sales training is tactical, instead of concentrating on the needs of purchasers.
• Lack of a sales approach. A lot of is product-oriented while sales truly requires understanding of exactly how and why purchasers purchase.

  Kendra Lee, KLA Group.

• Sales has lost the capability to sell brand-new clients.
• Companies rely on marketing to produce and support leads, however the ball is dropped on sales handoff.
• Inability to take part in offering with new leads increases sales expenses, lengthens sales cycles, and lowers win rates.

  With those difficulties cited, what can business do to enhance the success rates of their sales individuals?

The Course Forward

Sales leaders should adopt new sales and marketing techniques to treat market difficulties and outmatch their competition. Think about the following strategy and strategy with steps in particular order.

Action 1 – Approach Modification with a Method If we are going to impact change, we can not just flip a switch and anticipate it to happen. After all, a sales team engaged in inefficient cold calling and email blasts can not be changed overnight. You need to clear your mind and dedicate yourself to changing direction in a planned and systemic manner.

Step 2: Develop Customer Personas and Adjust Your Messaging Your goal in this action is to learn what makes purchasers buy. What are their problems and issues? Where do they turn for information? Whom do they trust? What are their personal objectives and desires? These are often called personas. Your purchaser personas will become invaluable in developing optimal messaging, for your website, your marketing content, sales discussions and even more. And a deep understanding of potential buyers will enable you to clearly understand how best to speak with purchasers– making use of provocative language that drives habits.

Step 3– Reengineer Sales & & Marketing With Customer Centricity With the prior information gathered, you are equipped to work back from purchaser personas to getting procedure to sales engagement to marketing etc. A customer-based go to marketing technique is something that far too few business implement, however the minority that do take pleasure in undeniable results. According to a recent Online Customer Engagement Report by e-Consultancey with CScape, only 45 % of companies have a customer engagement method.

Step 4– Automate Sales Processes with Business Software Systems As soon as re-engineered processes are in location, it’s time to try to find software and tools to automate the brand-new procedures. You might want to think about software to recognize causing events like InsideView or Hoovers, or lead management systems such as Aprimo, Eloqua, Marketo, Marketbright or Pardot, or a social listening tool to keep an eye on online discussions like Radian6.

One fundamental application that every organization needs is Customer Relationship Management software (CRM). One of the reasons CRM software is so important is that its the system of record for where you keep the information about consumers, prospects, etc. and enable those provocative conversations. CRM systems can provide a 360 degree customer view, automate sales and marketing processes, help brand-new reps in standing up to speed swiftly and supply sales and marketing staff with real time vital performance signs and company knowledge.

The sales and marketing world is changing, nevertheless, most sales and marketing leaders stay on the sidelines – not sure or not committed to executing the modification needed to conquer pressing difficulties. Business needs to catch up to the world of today. Interruption marketing is fading away. Buyers do not fit into a single category of one. The process of identifying purchaser personalities, lining up messaging, carrying out more customer centric company processes and automating activities with company software systems can remedy today’s difficulties and provide competitive advantage versus those sales organizations which fail to realize change.   Source: http://www.crmsearch.com/

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How to Conduct a Problem-Solving Session with Sales?

In the dynamic field of sales, problem-solving plays a vital role in ensuring success. By addressing challenges head-on and developing innovative solutions, sales teams can overcome obstacles and achieve their targets. In this article, we will explore the importance of problem-solving in sales and provide a step-by-step guide on how to conduct a problem-solving session with your sales team.

Understanding the Importance of Problem-Solving in Sales

Problem-solving is an essential skill for sales professionals as it allows them to identify and address issues that hinder their performance. Whether it’s overcoming objections from prospects or finding solutions to complex customer needs, effective problem-solving can make a significant difference in sales outcomes.

When it comes to problem-solving in sales, it’s not just about finding quick fixes. It is a strategic approach that involves analyzing the root causes of issues and implementing long-term solutions. By addressing challenges proactively, sales teams can enhance customer satisfaction, boost sales productivity, and increase revenue.

One of the key roles of problem-solving in sales success is its ability to improve customer satisfaction. When sales professionals are adept at identifying and resolving customer issues, it leads to happier and more loyal customers. By understanding the customer’s pain points and providing tailored solutions, sales professionals can build trust and strengthen relationships.

Another aspect of problem-solving in sales is its impact on sales productivity. When sales professionals can quickly and efficiently address obstacles, it allows them to spend more time on actual selling activities. By streamlining processes and finding innovative solutions, sales teams can maximize their efficiency and achieve better results.

However, sales professionals do face various challenges when it comes to problem-solving. Limited access to information is one such challenge. Sales professionals often rely on data and insights to make informed decisions, but sometimes they may not have access to the necessary information. This can hinder their problem-solving efforts and require them to seek assistance from other departments or sources.

Time constraints are another challenge that sales professionals encounter. In a fast-paced sales environment, there is often pressure to meet deadlines and achieve targets. This can leave limited time for thorough problem-solving, forcing sales professionals to find quick solutions that may not address the underlying issues effectively.

Resistance to change is yet another challenge in sales problem-solving. Sales teams may encounter resistance from customers or even within their own organization when implementing new solutions. Overcoming this resistance requires effective communication, persuasion, and a clear demonstration of the benefits that the proposed solutions bring.

By being aware of these obstacles, sales leaders can develop strategies to overcome them and create a more conducive problem-solving environment. This may involve providing sales professionals with the necessary resources and training, fostering a culture of continuous improvement, and encouraging collaboration and knowledge sharing among team members.

Preparing for a Problem-Solving Session

Before diving into a problem-solving session, it is crucial to adequately prepare. This involves identifying the problem areas and gathering relevant data and information.

Preparing for a problem-solving session is like laying the foundation for a successful outcome. It sets the stage for productive discussions and helps teams focus their efforts on finding effective solutions. By investing time and effort in the preparation phase, sales teams can maximize their chances of achieving their goals.

Identifying the Problem Areas

The first step in preparing for a problem-solving session is to identify the specific areas that need attention. This could include analyzing sales data, customer feedback, or identifying bottlenecks in the sales process. By narrowing down the focus, the problem-solving session can be more targeted and efficient.

Identifying problem areas requires a thorough examination of the sales process and its various components. It involves looking for patterns, trends, and anomalies that may indicate areas of improvement. This could involve analyzing customer complaints, reviewing sales metrics, or conducting interviews with team members. By taking a holistic approach to problem identification, sales teams can ensure that no stone is left unturned.

Gathering Relevant Data and Information

To ensure an effective problem-solving session, it is essential to gather the necessary data and information. This may involve conducting surveys, analyzing sales reports, or seeking input from various stakeholders. By having access to accurate and comprehensive data, sales teams can make informed decisions and develop effective solutions.

Gathering relevant data and information is a meticulous process that requires attention to detail. It involves collecting data from multiple sources, such as CRM systems, customer feedback platforms, and market research reports. Sales teams may also need to conduct interviews or focus groups to gather qualitative data that provides deeper insights into the problem areas. By combining quantitative and qualitative data, sales teams can gain a comprehensive understanding of the challenges they face.

Once the data is collected, it needs to be organized and analyzed. This may involve using data visualization tools, statistical analysis software, or simply creating spreadsheets. The goal is to transform raw data into meaningful insights that can guide the problem-solving session.

In conclusion, preparing for a problem-solving session is a critical step in the sales process. It involves identifying problem areas and gathering relevant data and information. By investing time and effort in the preparation phase, sales teams can set themselves up for success and increase their chances of finding effective solutions.

Structuring Your Problem-Solving Session

Structuring the problem-solving session is crucial to ensure that it remains focused and productive. This involves setting the agenda, choosing the right problem-solving techniques, and creating an environment that fosters collaboration and creativity.

Setting the Agenda for the Session

Before the session, it is essential to create a clear agenda outlining the objectives and desired outcomes. This helps keep the discussion on track and ensures that all relevant topics are addressed. The agenda should include specific problem statements, goals, and a timeline for each agenda item. By providing a structure, the problem-solving session becomes more efficient and effective.

For example, if the problem at hand is a decrease in sales, the agenda could include discussing the factors contributing to the decline, brainstorming potential solutions, and developing an action plan to implement the chosen solutions.

In addition to setting the agenda, it is important to communicate it to all participants before the session. This allows them to come prepared with relevant information and ideas, facilitating a more focused and productive discussion.

Choosing the Right Problem-Solving Techniques

There are various problem-solving techniques that sales teams can employ during the session. These techniques help teams approach problems from different angles and generate innovative solutions. The choice of technique depends on the nature of the problem and the desired outcome.

One commonly used technique is brainstorming. This involves encouraging participants to freely share their ideas and suggestions without judgment. By creating a non-judgmental environment, teams can explore a wide range of possibilities and uncover creative solutions that may not have been considered initially.

Another technique is root cause analysis. This involves identifying the underlying causes of a problem rather than just addressing the symptoms. By understanding the root causes, teams can develop more effective and sustainable solutions.

Other problem-solving techniques include SWOT analysis, fishbone diagrams, and the 5 Whys technique. Each technique offers a unique approach to problem-solving and can be used in combination to gain a comprehensive understanding of the problem and develop well-rounded solutions.

During the problem-solving session, it is important to encourage active participation from all team members. This can be achieved by creating a safe and inclusive environment where everyone feels comfortable sharing their thoughts and ideas. By leveraging the collective intelligence of the team, sales teams can tap into a diverse range of perspectives and experiences, leading to more robust and innovative solutions.

In conclusion, structuring your problem-solving session involves setting a clear agenda and choosing the right problem-solving techniques. By providing a framework and creating an environment that fosters collaboration and creativity, sales teams can maximize the effectiveness of their problem-solving sessions and drive meaningful results.

Facilitating the Problem-Solving Session

The success of a problem-solving session depends heavily on effective facilitation. This involves encouraging open communication and guiding the team towards solutions.

Encouraging Open Communication

Creating an environment that fosters open communication is crucial during a problem-solving session. Sales leaders should encourage team members to share their perspectives, ideas, and concerns openly. By ensuring that all voices are heard, sales teams can tap into collective intelligence and generate diverse solutions.

Guiding the Team Towards Solutions

As the facilitator, it is essential to keep the problem-solving session focused and goal-oriented. This requires guiding the team towards actionable solutions and ensuring that discussions do not deviate from the main objectives. By providing direction and clarity, facilitators can maximize the outcomes of the problem-solving session.

Post-Session Follow-Up

After the problem-solving session, it is important to evaluate its effectiveness and implement the solutions identified.

Evaluating the Effectiveness of the Session

Take the time to assess the problem-solving session’s effectiveness. This can be done by gathering feedback from participants and examining whether the identified solutions align with the problem’s root causes. By evaluating the session, sales leaders can identify areas for improvement and refine their problem-solving process.

Implementing the Solutions and Monitoring Progress

Once the solutions have been identified, it is crucial to implement them in a timely manner. This may involve making necessary changes to sales strategies, processes, or training programs. Additionally, monitoring the progress of implemented solutions allows for adjustments to be made, ensuring continued sales success.

In conclusion, conducting problem-solving sessions with sales teams is essential for overcoming challenges and driving success in the dynamic sales environment. By understanding the importance of problem-solving, properly preparing for the session, structuring it effectively, facilitating open communication, and following up afterwards, sales leaders can create a culture of continuous improvement and drive sales excellence. Embracing problem-solving as a core competency will empower sales professionals to navigate obstacles and achieve optimal performance.

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If you aspire to become a digital marketing manager or explore the senior level of your career have a look at the squared digital marketing programme .

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Sales Issues

Want to know more about the most common sales problems salespeople experience? Start solving your sales problems today with this list.

Noah Jay Hendricks

When not knee-deep in his vegetable garden, wrestling with weeds, Noah can be found daydreaming about engaged and happy customers who never have to worry about their CRM because it’s working for them, not against them.

Published: Apr 05, 2024

| 17 mins read

Slowly but surely, ‘things’ all around us are transcending their old physical-object-status by becoming smart and connected. As the functionality or perception of a technology evolves, the emerging set of tools doesn’t solve sales problems and close rates keep dropping. The situation where sales reps spend less time selling acquires an industry-wide acceptance. Instead of being productive, many teams have to deal with searching relevant data in CRM, spend a reasonable amount of time to renew the administrative records and reports, as well as adhere to the sales process problem of the company.

Where the Major Sales Problem Lies

Asking broad questions often results in the sort of aphorisms that would make a good motivation poster or trending tweet. So, ensure that you put really pointed relevant questions to define what sales performance problems your team and business are suffering from. Besides, this will help you to dig into details, get exposed to burning issues, explore the opportunity space, and weigh the options.

You can find a wide range of software in our CRM software list .

Facing the sales problems and nasty results, every business owner is interested in their roots as they bring an immediate impact on the bottom line and can be a cause of revenue flatlining or dropping. Constraints can be a variety of things: lack of time, lack of team members, lack of process strategy, or lack of product or service understanding. The inability to fix sales problems is frustrating. Moreover, there is no point in investing time and budget for tackling the weak area – it may turn out the issue is elsewhere.

All Common Sales Problems Have Solutions

Once you decide to address the pull of possible sales problems, get ready for bumping into the weak points in your strategy, management, workflow, and team. To eliminate the s ales challenges and solutions , make sure you run through the major bottlenecks and problems in sales performance. In short, getting into the problem think about the solution. Definitely, there is no one-fits-all approach but we also offer a kind of recommendation for each challenge.

1. Problem: Individual Sales Productivity Is Too Low.

The right qualified people on the different lines of business process are one of the elements of a successful company. Review your team performance, and then ask the following questions to define if the sales problems you suffer are related to sales reps.

Do your key salespeople bring the most of your revenue?

Are there workers who don’t align with company strategy?

Are there some employees consistently refusing to use tools (i.e. CRM, email marketing automation, business dashboard, etc.)?

As always in life, details are not the details. So, if sales performance is mostly suffering from team members, you should take some measures. To fire everyone and hire another staff is not the wise solution, however, you can analyze the salespeople performance and identify

• the higher players,
• those who earn decent revenue numbers,
• those who don’t follow the plan and fail in performance, and
• sales reps who don’t want to work and bring you negative reputation.

The next step will be creating plans and templates of everyday processes and update the onboarding of the new employees – to ensure you are hiring the right person. One more way to improve the sales problems in the team is to introduce the gamification and bonus programs for recognizing and evaluating the best-performing managers.

2. Problem: Your Team Is Experiencing Sales Anxiety.

Sales success depends on your management team as well. The ineffective manager can derail even a superb sales rep. Here are a couple of questions you can ask to determine if the sales problems come from management.

Do your executives set clear goals and metrics?

Do you expect high turnover in your team?

Do your managers provide sales coaching of new and/or existing members?

Solution 

When you define that sales problems are in the management, you need to decide – keep these workers or hire new ones. In case you require fresh sales managers, you should develop an evaluation checklist to find the right people.

3. Problem: There’s Internal Disagreement About New Processes.

Sometimes, sales is like an art or science. The efficient sales processes help to nudge the team towards their goals. If you suspect this area in most of your sales problems, check the process with the next questions:

Is the sales process well-documented?

What feedback do you receive from other teams that work with sales?

The root cause of sales problems is the absence of the documented process, or the process required correcting. So, develop your best-practice sales workflow including the following aspects: (a) prospecting, (b) selling, (c) support (from other departments), (d) system (tools and in-house policies), and (e) team cooperation. As obvious as it may sound, document all changes and innovations you have done.

4. Problem: Lacking Sales Training

Another strong theme emerging as a cause of sales problems is weak sales coaching. Various surveys show that 3 of 4 sales reps are underperforming. The solution, however, comes at the training improvement. Thus, don’t jump into the immediate updates, issue your current sales coaching.

Does your team have structured coaching?

Is that the first sales position for many managers of your team?

Implement renovated training for your team. Consider the gradual changes into the operations and curriculum. Check this post on sales coaching for more details on creation, running and adoption of new training.

In particular, there are sales performance problems of organization of your company and now let’s talk about techniques sales problems, and to know how to fix declining sales .

To get the most out of inbound, sales teams need to work with cross-functional partners and create value for prospects before they become customers. Although this is the most customer-focused sales strategy, it can take some getting used to.

With that in mind, we’ve developed this: A look at the most common sales pain points from an inbound perspective.

5. Problem: Long Sales Cycles Is Reducing Effectiveness.

Most companies surveyed report that their sales cycles are getting longer. The reasons are many, but the need for an agreement between a greater number of actors is the big issue. Achieving a consensus sale means having sales material that each stakeholder relates to.

While you can’t force prospects to make decisions, you can take steps to make sure your brand is “front and center” when they’re ready to buy. Set up a follow-up process so you can meet prospects where they are throughout their search, no matter how long it takes.

6. Problem: There Is Not Enough Organic Web Traffic to Support Sales Efforts.

Web traffic may seem obscure to the sales team, but it is a vital asset. Your business’ web properties can do a lot of the work in providing you with a steady stream of qualified leads, but they need to incorporate the lessons you’ve learned about your customers.

Review the sales and marketing materials available on your company’s site and look for gaps. In particular, make sure the web content reflects all of the different buyers and use cases you’ve learned about from talking directly to prospects and customers.

7. Problem: Sales Follow-Up Is Ineffective or Non-Existent.

This problem concerns both B2B and B2C: many potential customers contact only to find that the sales team never answers their call. While some leads are clearly unqualified, following up is key to maximizing the value of all your other efforts.

Figure out which part of tracking is the most demanding — time, technology, or old mental resources — and use technology to make it easier. Most teams can double follow-up rates and dramatically speed up turnaround time by implementing a modern customer relationship management (CRM) system.

8. Problem: B2B Buyers Don’t Find Brand Trusted or Reputable.

In a truly effective inbound sales process, your web-based sales and marketing materials should do a lot of work. The moment prospects talk to you, they should feel like they know and trust the brand. If they’re non-binding or closed, that’s one of the big sales pain points.

Diagnose your email strategy to discover the root of the problem. Are prospects finding your content on publications and platforms they know and trust? Is your brand active in building its thought leadership credentials on sites like LinkedIn?

9. Problem: Prospects Are Consistently Asking Unexpected Questions.

Strange and unexpected questions come from two directions. Sometimes prospects are subject matter experts who want in-depth technical information. Other times they may be beyond their area of ​​expertise and scope. Either way, a good response from the sales team builds credibility.

Work with the marketing team to review and refine buyer personas and better understand where each type of lead is coming from. Consider developing an internal knowledge base and public FAQ to answer each character’s questions.

10. Problem: Unclear Relationships Exist Between Website and Sales Outcomes.

You know your website is doing something, but… what, exactly? While you may not be directly involved in expanding or maintaining the website, it should provide you with actionable insights: specifically, what content your prospects have read and since when.

Push for a modern data analytics suite on all web properties. A good analytics will tell you not only how prospects get to your site, but also what they do once they get there. A weekly analytics report can give you an idea of ​​lead thinking.

11. Problem: The Sales Process Falters After On-Site Demo.

Sales teams with sophisticated solutions often need to run demos at the customer’s desk. Demos show stakeholders that your solution not only works , but will work well for their specific needs. A botched demo leads to huge sales problems.

There are two common reasons an on-site intervention can undermine your sales momentum: either the solution isn’t working as expected, or the sales team can’t answer prospect questions. While you can sometimes recover from the latter with a quick follow-up, the former may require reskilling sales engineers.

12. Problem: Poor Post-Sale Support Hinders Customer Lifetime Value (LTV).

Customers are more motivated right after buying from you. They want to give you the benefit of the doubt, justifying their buying decision. While many sales professionals go through this stage, it’s a terrible time to leave new customers feeling let down.

You work hard to build relationships with clients; now use it. Check after a week and again after a month to make sure things are going well. If you’re not the expert who can solve their problems, put them in touch with that person. Stay friends now to avoid sales issues later!

13. Problem: Referral Business Is Low Despite Satisfied Customers.

SEO is a tremendous asset, especially in B2B. This can lower your cost per customer acquisition and give you a steady flow of customers with faster cycle times. But, mysteriously, referrals may not show up even if your current customers are satisfied.

Remember that people usually don’t take the action you want unless you clearly explain the next step. It’s true on your website – don’t forget the calls to action – and true here. Find creative ways to incentivize and motivate referrals, like special prizes.

14. Problem: Staying Ahead of the Competition.

Regardless of your industry, you face an uphill battle. Competition can be fierce, so any sales your team loses are likely going to your competitors. This is by far the biggest problem plaguing most teams.

The market is constantly changing, so you need to be too. Encourage your team to update their pitches on an ongoing basis.

New technologies are emerging. Your buyers are more educated. New competitors appear. So how are you going to stand out? You need to find innovative ways to position your value proposition and look at how to update your message so that it has a greater impact on opportunities to get them to trust you, see you as the most credible resource and , ultimately, to buy your products or services.

Concusion 

Biggest sales problems come in all shapes and sizes, but the solution usually lies in this simple inbound philosophy: Always create value for your leads, prospects, and customers . This can mean going the extra mile sales problem solving   they are having or just being genuinely interested in them.

Make it your mantra and sales problems, no matter how difficult, will go away!

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The Center for Sales Strategy Blog

Why the talent of problem solving is essential for sales performance.

by Tirzah Thornburg , on July 12, 2021

You have a salesperson who has a great, positive attitude. The clients love them and they do a great job at getting that first appointment and building a relationship with clients. 

BUT they tend to use the same few solutions over and over.

And when clients or coworkers come to this person with an issue, it ruins their day — it gets them completely off track, and they just can’t seem to find the way back. What’s the problem?! 

Is the individual's positivity not as high as it should be? Is discipline the issue? Actually, what you're witnessing may be their lack of ability to problem solve.

Problem Solver is the Basis for Sales

At the heart of every sale is the ability to solve the client’s problem.

Business owners need help getting their product or message to potential buyers, so they turn to advertising professionals for assistance. Sellers who are strong in the talent of Problem Solver have the innate ability to anticipate problems and find a way around them. They can brainstorm, think creatively, and come up with solutions.

These sellers take a big picture view of the sales process . They look long-range, see problems that might arise, and figure out ways around them before becoming an issue. It's also a strong indicator of success in sales. Salespeople with a strong Problem Solver trait are able to find creative ways to fix their clients' issues.

The Problem Solver Talent Struggle

On the other hand, a weakness in the Problem Solver talent can get in salespeople's way on a regular basis.

Since they struggle to find creative solutions to their clients' issues, they may rely on “tried and true” solutions that may or may not fit the clients' problem, or they may try to avoid the issue entirely.

Their default may be to run to their manager or coworkers with an issue and “leave it with them” instead of trying to solve problems themselves, so their coworkers may avoid them. And because they know that they're weak in Problem Solving, they may get frustrated or irritated when problems arise. Problems can distract them or put them in a bad mood. Even the smallest problems can literally ruin their day.

The Work-Arounds

While you can’t train someone to have strength in any talent, you can find ways to work around a weakness. So, if your seller defaults to the same few solutions for each client, or struggles to deal with unexpected problems, here are a few ways to help.

1. Supply them with a few creative suggestions at each one-on-one meeting and encourage them to brainstorm how to personalize these suggestions and make the suggestion their own.

2. Create a Problem-Solving checklist. List out the steps a seller should take when confronted with an unfamiliar problem. When your seller comes to you for help, ask them if they have checked off each step on their list.

3. Encourage your seller to create an ongoing mini client Needs Analysis that will help them stay up to date with changes in their client’s business. If they're alert to changes, they are less likely to be blindsided and struggling to think of a solution on the spot.

4. Work with your seller to create a research checklist. What consistent information do they need to be well informed and ready to help their clients?

If necessary, designate someone with strong Problem-Solving abilities to work with them. If they know who to go to for help, this will save time.

Great talent requires great coaching!  Make sure reference our e-book (free e-book?) “Coaching Sales Talent”  to get the most out of your sellers intense talents and Turn Talent into Performance.

*Editor's Note: This blog was originally written in 2017 and has since been updated.

About Our Blog

Improve your sales performance. Sales managers can gain unique perpsectives on hiring and developing more effective sales teams. Salespeople can improve their approach to getting more appointments with target prospects, uncovering desired business results, and engaging clients in a collaborative process that leads to the sale. 

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