Your team is growing, your customers are evolving, but has your sales process kept up? Discover the 5 signs your sales process is holding you back, and how to fix it.
Your team is growing. Your customers are evolving. But what about your sales process? Has it kept up?
At the start, a simple sales routine works fine. You know all your clients by name, the orders are small, and your reps are close to everything. But as your business scales, there are now more clients, more reps, and more products. That same routine can quickly break down and could cause conflict in your business.
In fact, according to Salesforce’s State of Sales 2024 66% of sales teams say their current systems won’t support future growth. That’s no surprise! What works for a team of 3 rarely works for a team of 30.
So, the real question is, how do you know when it’s time for an upgrade? Here are five signs your sales process may be holding you back, and what you can do about it.
If your reps are still texting in orders, scribbling on paper, or juggling spreadsheets in the field…it is time for a change. That might’ve worked when you had only a handful of accounts. But now? It’s a mess waiting to happen! Manual order-taking often leads to:
- More mistakes (wrong prices, wrong products)
- Delays in updating orders into your ERP or back office
- No traceability when something goes wrong
Sales reps spend only about 36% of their time actually selling. The rest goes to admin work like typing in orders and chasing down paperwork (Forbes).
The solution? You can use a mobile sales app that lets reps create digital orders on the spot—with real-time pricing, photos, and stock levels. This also means less typing, fewer mistakes, and more time for selling!
If you’re not sure who visited which client last week or perhaps which clients haven’t been visited in a while, that means you’ve got a visibility problem. Without field insights, it makes it tough to:
- Coach your reps effectively
- Spot under-served territories
- Keep clients consistently engaged
The solution? A sales tool that logs visits automatically, captures GPS data, and lets reps leave quick notes, photos, or follow-ups! This ensures that you always know what’s happening in the field.
Imagine this: A rep lands a big order in-store… then finds out you don’t have enough inventory. That moment breaks trust and it can be hard to recover and win back. When reps don’t have live inventory info, they either:
- Promise items you can’t deliver
- Miss upselling opportunities, because they don’t know what’s available
- Waste time texting or calling for updates
The solution? Make sure your sales tools integrate well with your inventory systems (ERP, WMS, etc.), so reps can see what’s actually in stock—including any substitutions or stock alerts.
If each salesperson is using different tools, pricing differently, or offering discounts on the fly… it becomes chaos! An inconsistent sales process leads to:
- Confusing customer experiences
- Pricing mistakes and lost margins
- A headache when training new reps
High-performing sales teams are 2 × more likely to use guided selling and standardized processes, helping them scale efficiently (Mailshake).
The solution? Set a clear sales workflow, backed by technology that guides reps on pricing, discounts, follow-ups, and more.
If the only way you can grow sales is by adding more reps, your process probably isn’t efficient enough. Ask yourself:
- Are your current reps working at full capacity?
- Could you double sales without doubling headcount?
- Are you automating repetitive tasks?
The solution? Automate everything that doesn’t need human touch! Such as: logging visits, processing orders, and scheduling follow-ups. Let your team focus on what really moves the needle: relationships and deals.
If any (or all) of these sound familiar, it’s time to rethink how your sales team works. The good news? You don’t need to start from scratch!
Listaso’s B2B Sales App is built to help growing businesses like yours! Ditch manual processes, gain field visibility, and scale without the chaos!
Let us show you how Listaso can help modernize your sales process—so your team sells smarter, not harder!
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Your team is growing, your customers are evolving, but has your sales process kept up? Discover the 5 signs your sales process is holding you back, and how to fix it.
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