A review of 20 Common but painful and sales limiting issues found in SMBE's.

1. SMBE SALES
CONCERNS
Trucon Sales Consulting
Analysis and Productivity

2. Concern #1
No clearly defined
target market defined
and communicated
to the sales team.
2

3. Concern #2
Attitude:
 Positive,
 Confidant,
 Energetic
 Prosperity Oriented
Smile …….! 3

4. Concern #3
No differentiation
message developed
and used.
Have a well-developed
tag line.
4

5. Concern #4
Product offering is too
diffuse for your capacity
and consequently
not trustworthy

6. Concern #5
Sales team is too
aggressive.
 Pressure closes
 Arrogant
 Unbelievable claims
 Predatory marketing
 Follow up frequency
6

7. Concern #6
Owner is tasked to
perform the sales and
marketing role in
addition to all the
other owner/manager
responsibilities.
7

8. Concern #7
No vision statement is
developed and used
to guide the sales
team toward a future
goal.
8

9. Concern #8
No mission statement is
developed to guide daily
Activities.

10. Concern #9
The lack of a
digital sales and
marketing
approach.
10

11. Concern #10
Failure of the sales
team to thoroughly
follow up
Fear factor?
Number of repeat calls
(Lack of)
11

12. Concern #11
Weak product
knowledge,
presentation and
closing skills
12

13. Concern #12
The website content and structure
is inadequate.
SEO is weak
What do you deliver?

14. Concern #13
Product Quality
Issues
14

15. Concern #14
Sales team is not
interacting with the
true decision maker
15

16. Concern #15
Lack of a coordinated
sales and marketing
plan
16

17. Concern #16
Minimal or
no accountability
in place

18. Concern #17
Sales efforts
driven by a set of
metrics that does
not generate
business
18

19. Concern #18
Comp plan penalizes
instead of rewards
the sales
contributors
19

20. Concern #19
No sales training or
motivation methods
provided for the
sales team
members
20

21. Concern #20
No CRM tool in place
to track clients,
prospects and
sales opportunities

22. Trucon Sales Consulting
www.truconbd.com
512-219-6677
GDS@truconbd.com
Gary D. Seale - MBA