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Hezekiah Matiko commented on
So many to choose from :p But I think one problem that I have seen cause a lot of knock-on effects for Sales is when a startup hasn't clearly defined their 'ideal customer profile' or provided a list of target accounts.
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Thanks for sharing, Debbie! Yes,I agree. Without a clear target and ICP, sales process turns out very challenging.
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I'd be more specific with your question here as there are many mistakes and challenges in an org. It depends how big the org is and are you talking SaaS sales, B2B, B2C. Agree here with Debbie Barnes , a lot of the CEO's don't know how to sell their product and can confuse the buyer. Using the data available will help any organization grow and targ... See more
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Thanks  Ruann!  And using data helps increase team's productivity.  
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Certainly not all, but here's a few I've seen:


Not investing in a good tech stack: 

- CRM, call review software,  workflow tool like Salesloft/Outreach, etc.

Not documenting processes and improving on them:

- it's ok if they don't work at first but always be measuring and tracking: lead gen, content marketing, sales ops processes

Not aligning with marke...
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Greaut Paul, thank you.
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Samar start up sales are really challenging because you have no history to fall back on. No deep client relationships to leverage. Few Case Studies for content and likely no NPS results. So your reps are really selling themselves AND the company. 53% of sales miss their quota because of: unrealistic expectation from management, no tools or AI to do... See more
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I think it has a lot to do with the mindset before hiring your sales professional(s). 

I don't think there should be a quota that is pursued AT ALL in the first year for your first sales hire. Like others have alluded to here, there is no history backing up the expectations. From my experience, in startups the sales hires are used as guinea pigs to ...
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1. Giving Personal Sales Target to Sales Managers- Its Suicide. Managers job is to create opportunities, not sell.
2. Qualification of Customers - whom to sell and with whom not to waste time.
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Fraudsters that take advantage of newbies in the field to defraud them and insufficient networks that impact t low sales volumes
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3 days ago
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