Many companies have difficulty managing salespeople.  Sometimes management simply needs someone to play the "bad guy," or maybe an orchestrated sales strategy is needed.  Other times, someone other than the sales manager may be needed to execute the sales strategy.  Do any of the challenges below apply to your organization?

• Salespeople spending too much time servicing existing clients at the expense of finding new clients.
   

• Salespeople spending too much time with unqualified prospects, consequently spending too little time with qualified prospects.
   

• Salespeople looking at their prospects through rose-colored glasses, often underestimating the number of prospects necessary to reach their goals.
   

• Subjective opinions regarding sales opportunities resulting in inaccurate forecasts.
   

• Sales cycles are too long.
   

• Closing ratios are too low.
   

• Sales managers having no objective method of determining who needs their help the most.
   

• Sales managers having no way to determine which opportunities a sales person is having problems with and which they are not.