Challenges In Selling Career
- Competition with low-priced competitors:
The salesperson faces a difficult situation to achieve his sales targets as there are cheap substitutes available in the market with competitors.
The salesman has to: Create awareness and liking for his firm's product, educate customers on quality differences compared to competitors, Enhance the advertising message to convey more value, convince buyers to prioritize quality over price and Ensure customers feel they are getting value for money.
- To find out more qualified leads:
The salesperson has to identify qualified leads and new lead sources. He must: Use sales records, customer referrals, ad responses, cold calling, and online leads, Gather detailed information on prospects, including their business, product needs, current brands, and financial status, Learn the prospect's location and creditworthiness. and choose the most effective method of contacting and convincing the prospect.
- Need to win more business proposals:
These days salespersons have to meet their periodical targets to retain their jobs, and to advance in their career path. They need to get more and more buyers and sales orders. They have to understand customers’ buying behavior and psychology; technology to shorten the selling process; and the practice to improve customer ‘win rate’.
- Handling longer decision taking time:
Sometimes prospects take longer time to make a ‘buying decision’, which is called the ‘lead pipeline’. A salesman has to explore the causes for such situations and has to find out creative solutions to accelerate the lead pipeline flow.
- Planning budget cuts:
The salesperson explores customers’ buying behavior and their purchasing power; products and pricing strategies of rival firms etc., He has to work upon convenient payment offers and introduce fresh ideas to encourage customers.
- To win Customer loyalty:
The salesperson has to build long term relationship with the customers. He has to follow up and ensure that everything goes well, products delivered on time and without any damage during transit, the installation is fine and the customer is satisfied with warranty and after sale services.
- Internet Revolution:
The digital revolution requires salespeople to develop skills in website design, social media, and online content promotion. They must also use technology for two-way communication with customers and deepen their market expertise. Tech knowledge is now essential for modern sales success.
- To bring the customer’s voice back into the company:
The salespeople have to provide customer’s feedback to the company. Marketers can customize their products and services according to the needs of individual customers and markets as well.
- Training for sales force:
The sales manager must develop efficient systems and processes, supported by proper planning and a strong sales team. If staff is lacking, more time and investment in training and coaching are essential to achieve sales goals.
- Ethical issues:
Ethics are the set of rules and standards that govern the conduct of a member of a profession. It is a belief system guiding what is right and what is not. In sales it is essential to maintain company's reputation.