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Topics Covered: <a href='/resources/search/?query=sales career'>sales career</a> | <a href='/resources/search/?query=Career development'>Career development</a> | <a href='/resources/search/?query=Career Change'>Career Change</a>
Sales Strategy
Rhys Metler, SalesForce Search

It’s a tough job, but somebody has to do it. No doubt, sales is a difficult field to succeed in. It’s highly competitive. It’s filled with stress and pressure. And there’s an endless list of challenges in a sales career that reps must overcome. Unfortunately, many sales professionals fail to do so, and in turn, consistently fail to meet their sales targets. They let their problems in sales interfere with their performance.

If you want to be a top-performing sales rep, you must learn how to overcome the many challenges in a sales career, like the ones described below.

1. Lack of Efficiency
Many sales people fail to perform due to low productivity and lack of efficiency. They spend all of their time filling out reports, inputting data, and updating call sheets and end up with very little time left over to actually sell.

There’s a simple solution to help you overcome this challenge: Use automation to your advantage. Leveraging sales tools and technology can help you eliminate many of the mundane and time-consuming administrative tasks that take over the majority of your days. New tools are constantly hitting the market. Find programs that help you improve productivity and efficiency.

2. Longer Decision Timeframes
Sales people are now dealing with longer sales cycles. This is one of the newer challenges in a sales career that reps need to deal with. Decision makers are taking longer than ever to reach decisions due to increased workloads and tighter budgets, which is reducing sales volume.

To overcome this problem, you can create a lead-nurturing process to help move the prospects down the sales funnel quicker in order to speed up the sales cycle. By constantly engaging and nurturing your prospects, through a lead nurturing email campaign, for example, you can accelerate the pipeline and close deals sooner.

3. Finding Qualified Leads
Finding qualified leads is one of the top challenges in a sales career, one that many sales professionals struggle with. Trying to sell to unqualified leads is a waste of time. So how can you ensure they’re ready and able to buy? You must understand what your ideal lead looks like—build buyer profiles. Compare your leads to the profiles you’ve built to see if they match. If not, move on.

4. Building Trust and Credibility
It’s an unfortunate reality: the wide majority of buyers believe that you lack credibility. And this can be a big challenge to overcome. In order to improve sales, you must focus on creating trust with customers and boosting your credibility. This is how you’ll get prospects to feel confident and comfortable buying from you.

To build trust, always be honest, even if it isn’t in your own best interest. Keep your word. Be genuine. And don’t use manipulation or aggression to get the sale. To boost your credibility, share your knowledge, expertise, and experience with the world for buyers to see by using social selling, writing a blog, speaking at seminars, etc.

5. Rejection
Dealing with rejection in sales isn’t easy. When you hear “no” after “no” after “no,” it can start to get to you. But if you let it discourage you, you’ll only end up sabotaging future sales with your lack of confidence. You have to shake it off and move on. You can’t take it personally. And if you view it as an opportunity to learn and improve, you’ll increase your chances of closing the deal the next time, too.

There are many challenges in a sales career. But if you can learn how to overcome them, you can transform into a top-performing sales professional. 

About the Author: 
Rhys-MetlerRhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

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