Every sales team faces unique problems.  It is important to be constantly seeking these problems out and devising specific solutions for them.  Routine is a tough force to fight, however, and it is incredibly easy to fall into the trap of assuming everything is all right and not review performance.  That is how issues crop up and, worse, how they go unanswered.  It may take new presentation software, updated CRM solutions, or it might take something as simple as a new outlook, but you can never just ignore the problem.  To get started, consider the following list of some of the most common obstacles that sales teams face and some tried and true methods of dealing with them.

Each Salesman Has to Manage Too Many Accounts

This block on productivity is a remnant of the way sales used to work.  Before the days of CRM solutions, sales tools, and online connectivity, it was assumed that no rep could close all of the leads they were given.  Many of them would turn out to be dead ends, so the salesmen had more accounts to act as compensation.  Nowadays, it is expected of your sales force to operate more efficiently and to close a higher percentage of their leads.

You can begin to combat this problem by upgrading your CRM solution.  It is supposed to be a tool to allow reps to make sales easier, but it is often viewed as a task that needs to be done on top of their actual work.  Streamlining that process can really lighten their load.  It is also very useful to reevaluate what a potentially successful sale looks like.  If you can shift from the shotgun method, tracking every lead regardless of how unlikely it is to close, to focusing more energy on the promising clients, success and sales rep satisfaction will go way up.

Sales Team Meeting by Jim Larrison, on Flickr.  This work is licensed under a Creative Commons Attribution 2.0 Generic License.

The Sales Force Thinks the Products are Overpriced

This is a flaw in the mindset of the salesmen.  Of course, you should always be wary of overpricing, but more often than not, the reps do not fully understand the service or product they are selling.  They cannot successfully sell it if they do not believe it is worth buying.  It is like asking them to work with their hands tied behind their back.  Be sure that accurate and compelling information is always available and that everyone in the sales force comprehends why they are selling a good product for a good price.

Problems with Communication

Failure to communicate with your reps can be a problem in and of itself, but it also festers some of these other issues.  Oftentimes, these obstacles arise because the sales team does not think they can bring issues to their supervisors.  It could be fear of punishment, damage to their reputation, or they may just think they will not get a response.  Regardless, be sure there is an open channel of communication for reps.

Identifying challenges and dealing with them before they create strains on efficiency is the key to successful sales.  Keep a vigilant eye for these or other problems so they can be corrected in a timely manner.