When sales support fails, it can have costly consequences. But it’s not just a matter of re-budgeting and hiring new people; a better approach is to examine how these functions are being managed.
The most common problem is gatekeeping information and resources to make it easier for reps to get the job done. This creates a bottleneck that limits sales teams’ ability to meet their revenue goals and hurts the overall customer experience. Other common problems include not understanding that sales support is a team, not a single person. This leads to a misalignment between marketing and sales, which can lead to a long and expensive learning curve for new reps and a lack of focus on key metrics.
In the new day of sales, it’s not just about selling a product or service, it’s also about creating a personalized relationship with each customer. Having the right infrastructure in place is critical to sales success, and this includes both digital and physical resources like CRM solutions and a reliable CTI solution.
As a result, it’s important to seek out candidates with exceptional attention to detail who understand the power of a process. They should be able to spot errors quickly and fix them before they can turn into a bigger problem. In addition, they should be able to analyze sales data and understand how each status change impacts the overall process. This will help you pinpoint which parts of your sales support are not working as they should.