8 Common Challenges Sales Pros Hate About Their Jobs
Part 1 (For All Subscribers)
Sales can be an exhilarating and rewarding career.
It offers high earning potential and the thrill of closing deals.
But, like any profession, it comes with its fair share of frustrations.
From management woes to client challenges, here's what salespeople hate about their roles:
1. The Expendability Factor
The most common grievance among sales professionals is the constant pressure to perform.
Take the example of John, a seasoned sales executive, who laments:
"I hate how expendable we are. I can't think of another job where a bad month or a bad quarter means a PIP or being let go."
This sentiment resonates with many in the field.
They feel that their job security is always on the line, regardless of past performance.
Solutions
Install a more holistic performance evaluation system. It should consider factors beyond just sales numbers. Like customer satisfaction scores, teamwork, and process improvements.
Provide more job security through longer-term contracts or clearer performance expectations.
Offer professional development opportunities to help sales reps diversify their skills.
Industry Insight
In the pharmaceutical industry, sales cycles are long and much regulated.
Providing job security through longer-term contracts can help keep talent and reduce turnover.
For those looking to mitigate this issue, check out my guide on Sales Job Due Diligence to ensure you're making informed career decisions.
2. The Stress of Constant Evaluation
Even top performers feel the heat.
A LinkedIn survey found that 40% of salespeople say prospecting is the most challenging part of their job.
This adds to the stress of constant evaluation, as sales reps must continually find new leads to meet their targets.
Sarah, a software sales professional with five years of experience, shares:
"I would enjoy my job much more if the stress wasn't so high even when I am performing and hitting my targets."
This highlights the relentless nature of sales.
Yesterday's victories are fast to fade with new quotas and expectations.
Over and over again.
Solutions
Celebrate small wins and milestones to boost morale.
Develop stress management and wellness programs.
Ensure that performance metrics are realistic and achievable.
Industry Insight
In SaaS sales, the sales cycle can be long and complex.
Breaking down targets into smaller, more manageable goals can help reduce stress.
It can also keep motivation higher.
If you're feeling overwhelmed, my article on Low Stress Sales Jobs: Industry Insights might offer some valuable alternatives.
3. Management Mishaps
Bad managers emerged as a significant pain point for many sales professionals.
Leadership issues can make or break a sales team's morale and performance.
Like micromanagement or lack of industry knowledge.
The Impact of Poor Leadership
Consider the experience of Mike, who notes:
"A good manager is the difference between absolutely smashing your target out of the park. Or having an absolute shit experience at your company barely hitting the number."
Bad managers deflect blame onto individual contributors.
They fail to shield their teams from executive pressure.
Solutions
Invest in leadership training programs for sales managers.
Develop 360-degree feedback systems to identify and address management issues early.
Create mentorship programs pairing experienced managers with newer ones.
Industry Insight
In real estate sales, Market conditions can be volatile.
So, effective leadership that understands the industry can provide stability and guidance.
They can help teams navigate through tough times.
For strategies on dealing with challenging leadership, read my article on Dealing with Pushy Sales Managers.
4. The Ghosting Epidemic
In the age of digital communication, "ghosting" has become a prevalent issue in sales.
The perfect example:
Prospects who show initial interest but then disappear without a trace.
This leaves salespeople frustrated and wasting valuable time.
Strategies to Combat Ghosting
Some sales professionals have developed strategies to deal with this issue.
For example, Tom uses the "breakup email" with prospects who ghosted him:
"I just say, 'Obviously we could not come to an agreement. If your needs change, feel free to contact me.'"
This tactic helps provide closure and sometimes even reignites the conversation.
Another powerful technique is to use a negotiation technique to revive a prospect.
After many tentative, send a final email that says:
"Have you given up on XYZ project?"
Most people don't like admitting they gave up so it's more likely they might respond.
It's a technique you can learn from Chris Voss's book "Never Split the Difference"
Highly recommended.
Solutions
Develop a follow-up system with automated touchpoints to keep prospects engaged.
Train sales reps on effective techniques for re-engaging prospects who have gone silent.
Use analytics to identify patterns in ghosting behavior and adjust outreach strategies accordingly.
Industry Insight
In technology sales, using CRM systems to automate follow-ups and track engagement is powerful.
It can massively reduce the incidence of ghosting.
To improve your follow-up game, check out my B2B Sales Success Guide for tips on maintaining prospect engagement.
End Of Part 1
Here are the other challenges I cover in Part 2:
The Forecasting Frustration: Discover why sales cycles are getting longer and how to adapt.
The CRM Issue: Learn how to turn your CRM from a pain into a powerful sales tool.
The Ethical Dilemma: Navigate the fine line between hitting targets and keeping integrity.
The Never-Ending Cycle: Break free from the constant pressure and find sustainable success.
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Part 2 (Paid subscribers only)
5. The Forecasting Frustration
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