6 months ago
March 16, 2017

4 Challenges for Sales Reps and How to Overcome Them

Sales is one of the most challenging professions. To help you be successful, we’ve put together 4 Challenges for Sales Reps and How to Overcome Them

Claire McConnachie

Sales is a challenging profession. There are countless challenges for sales reps, but this is not the issue. Being challenged is part of the job. The key to success for reps and for your sales team is to have the ability and resources to overcome the common sales challenges that are present in every company. Even though the current things that are challenging your reps will vary based on your company and many other factors, there are some common challenges that all sales reps face from time to time.

Common Challenges Faced by Sales Reps

1. Motivation:

This is probably the biggest challenge for sales reps (and many other professionals). Working in a high pressure environment can take its toll, and with countless disruptions and distractions, it can be hard to keep your eye on the prize (or quota). To overcome this, it’s important for sales leaders to not only encourage and incent their reps to keep them motivated, but also find ways to shake things up and keep things fresh.

2. Overcoming sales objections:

Sales objections are part of the job. It’s a common challenge, but if your reps are not overcoming them, then it needs to be addressed. Work with your reps and show them how to effectively research prospects, and give them the tools and resources they need to work through objections and turn them into opportunities.

3. Access to information:

Knowledge is power when working with clients. Buyers are more knowledgeable than ever, making it even more important for reps to have access to all the information they need to help buyers overcome issues and position your services as viable solutions.

4. Qualified leads:

All leads are not equal. Effective prospecting is a vital first step in the sales process. If reps don’t have access to or are not skilled at finding qualified leads, they will struggle to make sales. Ensuring marketing and sales are aligned and are on the same page about what constitutes a qualified lead will help reps be in a better position to sell.

Get Your Reps Involved

Every organization faces unique sales challenges, and your reps know best what they are. Gerhard Gschwandtner from SellingPower Blog provides a great suggestion for how to approach the challenges your sales reps face:

“It may be a good idea for you, the sales leader, to create your own list of sales challenges and bring it to your next sales meeting. Ask your salespeople to co-create new solutions. Instead of handing out your solutions, put their minds to work and encourage them to create at least five solutions to each challenge. Next, implement the solutions and discuss the results in your next sales meetings.

Addressing these challenges and getting your reps involved will help you improve your sales process and limit the number of barriers your reps face as they work through the sales process.

 

Related Blogs:

Top 10 Question Sales Headhunter Ask

4 Tips to Retain a Top Sales Team

What to Say (and Not to Say) When a Sales Recruiter Calls

 


SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit sales people in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right sales person for your organization, start your search here.

Claire McConnachie

Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.