Whether you’re a sales leader or a sales rep for a company that’s looking to grow its sales team, you’ve likely noticed that sales reps often struggle with sales problems. There are many reasons for this, but one of the most common is that the sales process can be difficult to manage.
Even when you have the best possible team and sales process in place, sales reps can still lose their way and make costly mistakes that negatively impact their commissions. This is when it’s time to consider ways to minimize sales disputes and increase sales performance at your company.
In this article, we’ll discuss the most common sales problems and how to solve them.
What are the common sales problems?
Oftentimes, the common sales problems are rooted in a lack of communication. A sales rep might have trouble understanding what’s acceptable and what isn’t when they’re trying to close a sale. In some cases, sales reps will make an offer without communicating with the customer and then try to sell them something that would be inappropriate for their needs.
In other cases, the issue is with payment methods. Salespeople might solicit credit card information before they have closed the deal or they might not accept certain forms of payment.
There are also issues related to commissions that can lead to disputes between sales reps and their managers. An example of this would be when a salesperson sells to a client but then changes their mind about giving them a discount (and thus altering the commission).
It’s also possible for disputes to happen because it’s difficult for people to track commission information on spreadsheets or through emails. These kinds of issues can cause conflict in otherwise healthy company culture and destroy morale among your employees – not just your sales team.
How can you reduce sales disputes?
There are many ways to reduce sales disputes and increase sales performance at your company. One way is by using commission software. Commission software can help you track sales progress and keep on top of commissions. It will ensure that commissions are paid out appropriately, which will help prevent any disgruntled employees or customers.
One way to use commission software is to have it set up so that the rep’s commission can only be changed by a sales manager or another team leader. This ensures the reps don’t make any mistakes in this area and maintains accurate records for each employee or customer’s commission status.
Another way you can use commission software is to enlist the help of external experts, like a CRM company, who specialize in managing sales data. These outside experts will handle all of the complexity of your company’s sales process while providing expert guidance as well as an impartial party to resolve disputes between reps and customers.
Sales disputes happen all the time—anyone who has ever been on either side of the transaction can attest to that. These disputes can cost a business time and money, so it’s important to take steps to minimize them.
The first step is to be transparent and clear with your customers about your policies and procedures. This includes how you handle returns, exchanges, and other customer service issues. You should also get them to sign a contract that includes these terms.
The second step is to use commission software. This will make it easy for you to clearly track what salespeople are earning and how much commission they’ve earned on any given sale. This way, if there is a dispute, you will have all the information you need to find a fair solution.