Guidebook for avoiding mistakes in sales digital transformationis now being distributed.
Table of Contents
What is sales gensets?
salesperson staring at a computer
Sales gentrification refers to a canada telegram phone number list situation in which processes and know-how related to customer negotiations and business activities are not shared with the team or organization, and rely heavily on individual skills and personal relationships.
This means that the unique skills and relationships possessed by a particular sales representative can have a significant impact on the sales activities of the entire company.
In an organization in which salespeople are highly individualized, sales results vary greatly depending on the skills and relationships of each sales representative, making it difficult for the team as a whole to achieve consistent results. In order to improve the sales force as an organization and stabilize results, it is necessary to eliminate the division of labor.
Causes of sales gerrymandering
First, let's sort out the causes of sales gerrymandering.
The causes of gerrymandering can be divided into two main categories: "organizational" and "individual" problems.
The "Organization" Issue
Sales style that leaves it up to the field
Organizations that leave sales methods to field salespeople are unable to create repeatability in their sales activities, resulting in sales gentrification. This creates dependence on top salespeople, resulting in difficulty in maximizing future sales and earnings.
Lack of awareness to achieve goals throughout the organization
If the entire organization has sales goals and a culture that emphasizes cooperation among members to achieve them, sales gerrymandering can be minimized. However, if there is no heightened awareness of goal attainment within the sales team, employees will not feel the need to proactively report customer information, resulting in sales gerrymandering.
The "individual" issue.
Reluctant to share sales know-how and successful patterns
The more incentive payments and salary increases and promotions depend on sales performance, the more employees are motivated by a desire not to lose out to internal members in sales performance. As a result, they will not think about developing sales know-how and best practices within the company, which will lead to the creation of sales gentrification throughout the organization.
Want to hide mistakes and protect their position.
Sharing information within the company means that mistakes and claims that occur in the course of sales activities are also shared.
However, if there is no corporate culture of sharing information, there will be a strong psychological need to protect one's position by hiding mistakes or complaints that lower one's reputation. As a result, the sales force will become more and more gentrified.
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Problems caused by sales gensets
salespeople who get in over their heads.
Often, when sales gerrymandering is left unchecked, it can have a negative impact on the organization as a whole.
Specifically, the following six problems can be considered
Variations in sales performance occur.
In a sales organization that is highly dependent on the skills and experience of each individual, sales performance tends to be highly variable. As a result, the organization as a whole may not be able to achieve stable profitability.
Become a sales organization that relies heavily on top salespeople.
When an organization is overly dependent on top salespeople with outstanding sales performance, there is an increased risk that the entire organization's sales force will be severely compromised when those salespeople leave the company. In addition, other sales members may not be able to fully demonstrate their capabilities.
Inability to utilize customer data
Customer data obtained through daily sales activities is a valuable asset to a company in its efforts to maximize sales and earnings.
However, when the sales force is highly individualized, customer information obtained from business negotiations becomes a black box. However, in a state where the sales force is highly individualized, customer information obtained from business negotiations becomes a black box, making it difficult to discover successful business negotiation patterns and formulate sales strategies by utilizing data across the entire sales organization.
This may reduce their competitiveness against competitors.
Customer information is siloed and cannot be approached appropriately.
If each employee manages customer information exclusively, customer information will become siloed.
For example, if one salesperson conducts a sales activity and receives a sales refusal, but another person from a different department conducts the sales activity again, this could cause problems such as undermining the trust of the company.
The siloing of sales information not only undermines corporate credibility, but can also lead to lost sales opportunities.
Increased burden of handover work
In this day and age when job changes are commonplace, it is important to establish a system that allows for efficient handover operations.
However, if the sales organization is divided into several individuals, the person in charge of the handover must conduct interviews with the person in charge of the case regarding the details of the handover, and then proceed with the work.
Not only does this result in an inordinate amount of time, but there is also a good chance that you will miss something that you should have heard before you left the company.
In the worst case scenario, the handover will not be adequate, resulting in customer complaints and lost opportunities.
New employees are not being trained.
However, if the sales organization is gentrified, newcomers are forced to rely on the intuitive advice of senior employees, which not only slows their growth, but also reduces their motivation.
