The red tape that usually ushers the job of selling has cause many salespeople to be annoyed and disappointed. They detest dealing with reports and paper works required by overcautious management particularly in the situation of today’s tense economy. Add to this reality that while purchasers generally have full authority to negotiate prices and selling terms, a sales representative’s authority to negotiate is relatively limited. The salesperson can sadly say little more than, “I’ll get back to you”, then obligatorily fill out a call report. The consequence of these inclinations is that salespeople have been forced into the roles of field scouts and paper pushers. The result, high turnover of supposed to be able salespeople.
Innovation is necessary to reverse the alarming inclinations by expanding the salespeople’s realm of responsibility. Examples are:
- Giving the salespeople full jurisdiction over call frequency. For some companies, part of their goals is the making of certain number of calls to existing and prospective clients. The salespeople are given a free hand to plan and schedule the calls as long as the goals and objectives are delivered on schedule;
- Providing the means in handling product complaints and solutions;
- Allocating certain percentage range for negotiating prices.
When the salespeople’s efforts are supported by the highest level technical and clerical support groups, sales will surely become healthy because the sales representatives are motivated to perform better and ultimately sell more.
The best remedy that can help salespeople to do their job in selling: More support and less hand-holding from management.