2. 2
Table of Contents
Introduction 3
Getting Qualified Lead 4
Trust building 4
Integration of sales and marketing 5
Overcoming price objections 6
Stand out in competitors 6
Maintain consistency 7
Conclusion 7
References
3. 3
Challenges Faced by Sales Organizations and
Organization’s response towards those Challenges
Introduction
The challenges facing today's sales organization transcend many lines; sometimes driven
outwards, sometimes driven internally, and sometimes the result of internal and external
influences. The "major" external challenges such as industry structural changes, market force,
prices, leads demands, regulation, which has an impact on the way of selling and conducting
business by organizing. As an example, integration in industry resulting from acquisition and
merger work lessens the strength of available customers to suppliers, thus marketing strategy
testing is forced.
An organization in study has reduced their customers from about a dozen to a few due to
acquisitions and mergers. Moreover, declining international product prices may need suppliers to
make themselves stand apart in modern and different aspects. For example, global forest
products and paper prices have been very minimum that producers required making modern and
additional services to add value to the product to be recognized and stand out among
competitors.. (flylib.com, n.d.)
Here we will be discussing the most common challenges sales organizations face and how smart
organizations cope with such challenges.
4. 4
Getting Qualified Lead
Image source: WHATCONVERTS
Qualified leads are very hard to be found these days. This is one of the major challenges faced by
sales managers in sales organizations, the leads sales persons get are mostly not at the right level.
Just attracting loads of tracks is not always an accomplishment. Getting quality leads is a win
quantity matters less- attracting the right leads is a win. It does not help rep to waste his time just
talking to a visitor who is not ready to actually buy your product.
For example there are people who are here just to do research compared to the people who are
ready to communicate and buy. The organization should treat the people in early customer
journey in a different way than the ones in final period of their customer journey.
Inbound is the marketing technique often used by organizations to incorporate relevant lead in
to your marketing procedure where they are mostly in-depth on customer journey while Demand
production is used to introduce the company to potential starters in their customer journey.
(Scientist, n.d.)
For example, creating a promotional email campaign to promote leads can attract prospects for a
buyer’s customer journey, also signals a return at the time customers are willing to buy..
Trust building
5. 5
In the current situation of the Covid-19 pandemic and anti-social programs, most retailers are
now using emails and phones as their primary means of communication with their customers.
This comes with its own challenges, as standing out in all other emails and potential customer
calls is not an easy thing. Establishing honesty with a visible barrier between you and your
potential customers requires new strategies to differentiate your organization from competitors.
For example buyers are afraid of scams and online shopping fails they see daily on the social
media e.g. getting the wrong product, no response by the seller in case of mishaps and so on.
This trust can be achieved through customized communication by the organization. Having
someone behind the sales connection who is likely to be able to communicate with prospect, in a
‘relatable’ way is important. It is also important to ensure that your efforts are appropriate,
timely and in the right place so that you can meet the expectations in terms of their goals. (Gareth
Goh, 2013)
Integration of sales and marketing
Marketing and sales works on silos, which can negatively affect lead management and, also,
your ability to give closure to deals. When marketing and sales run on different systems and data
is managed separately, duplication and loss of data are almost guaranteed to happen.
(Marthinusen, n.d.)
Figure Source: Sales-and-Marketing-Integration-Symbiotic-and-Complementary-Relationship-Source
6. 6
Above figure shows how sales and marketing contributes together in gaining customers interest.
Countering this requires sales and marketing teams to break the walls down and work together as
an integrated system of goals and processes. This can be achieved by creating a core truth hub
(integrated, consistent data) that integrates groups and the guidelines / prospects they work with.
(Marthinusen, n.d.)
Overcoming price objections
Introducing the price to prospects can be as easy as featuring your website or requiring a full
discussion with prospects. The latter is complicated when the prospect compares you to a
competitor's price or its perceived value is less.
In this case the entity turns the perceived price of prospect to the actual amount that will be
provided at those costs. As long as you are dealing with the real problem they are facing, the
value will speak for itself. Get clear, 'Does a service or product really address their need or is it
simply a matter of showing interest in it and now pressuring on to buy it?
It is essential to understand your competitors and market prices. Are you overly pricey or is it the
quality and value you provide? Do you need to lower your prices to build a number of high-
quality products and services that will bring in more revenue from their upsellings and bring
back the business? (Schultz, 2018)
Stand out in competitors
7. 7
Standing out in a market is utmost difficult hurdle to cross in sales. You need to prove how your
product is better than what they offer be it the same product you have to show the consumer
anyways. You always need to keep a unique selling point about your product to compete with the
market and stand out in the huge competition.
For example if you show that you have your prospects good interest is your first priority it helps
to differentiate your organization from competitors. Making it more formal by proposing a
unique marketing process makes company’s image stronger. For example, even if a contact
doesn’t need your service himself he may refers you to other people in market based on your
professionalism and trust you built or they may come back to you if they needed your service in
future.
Giving your prospect a good sales opportunity is the best way to stand out among competitors.
The more you talk in their interest and advise them what’s best for their business instead of just
pushing them to buy your product and help them more builds trust. . (Gareth Goh, 2013)
Maintain consistency
Maintaining consistency is hard work because organizations may treat some reps differently
depending on with whom the prospects connect the best or who is more efficient and trust
worthy. Companies may allow their top vendors to use their own strategies rather than using the
marketing process established by the company. A company can expect a rep to communicate and
deal with the leads more than the others apart from the fact that other reps are at the same level.
Giving less opportunities to the other reps may frustrate them. Company culture may get
undermine by organizational consistency. (Schultz, 2018)
Conclusion
To conclude what has been discussed above, these sales challenges faced by sales organizations
can be sorted out with a modern marketing strategy, transforming your communication styles and
business strategies. The modern marketing strategy helps advertisers and better decisions are
made by sales managers about their conversion and access strategies while combining both
departments to achieve their shared goals. Although each organization operates in a different
industry with unique conditions (e.g. some were divided, some combined), all organizations face
similar challenges in terms of the markets in which they operate. These challenges for many are
crucial in deciding what strategies to follow and how their marketing organizations work.
8. 8
References
flylib.com. (n.d.). Chapter 1: Challenges Facing Today s Sales Organizations | Strategies That
Win Sales: Best Practices of the Worlds Leading Organizations. [online] Available at:
https://flylib.com/books/en/2.782.1.9/1/ [Accessed 1 Oct. 2021].
Gareth Goh (2013). 7 Inside Sales Management Challenges and How to Overcome Them.
[online] InsightSquared. Available at: https://www.insightsquared.com/blog/7-inside-sales-
management-challenges-and-how-to-overcome-them/.
Marthinusen, L. (n.d.). 7 Sales Challenges Facing Sales Reps. [online] www.mo.agency.
Available at: https://www.mo.agency/blog/7-sales-challenges-sales-reps.
Scientist, M.L., CEO and Chief Revenue (n.d.). 8 Of Your Sales Team’s Biggest Challenges And
How To Solve Them. [online] www.square2marketing.com. Available at:
https://www.square2marketing.com/blog/8-of-your-sales-teams-biggest-challenges-and-how-to-
solve-them.
Schultz, M. (2018). How Many Touches Does It Take to Make a Sale? [online]
www.rainsalestraining.com. Available at: https://www.rainsalestraining.com/blog/how-many-
touches-does-it-take-to-make-a-sale.
