What challenges are faced in sales management during this slowdown?

That is the biggest burden! Remember that all Sales personnel thrive on their ability to sell and make more money out of it!

A slowdown means that existing customers are not going above their threshold levels. New customers are hard to convince because of the slowdown and lack of funds. Achieving targets is a bigger challenge. What they have been able to show as a bottomline this year maynot be a reality for the next year and so on!!

Targets are important and hence there is always an advise of mixing most loyal customers with new customers. Also, since the budgets strings on promotions are not loosened it becomes even more difficult to liquidate current stocks. It affects the entire channel. The CNF gets affected as stocks lie idle for a longer period of time, distributors complain about goods not moving and money not coming in from stockists, stockists in turn complain about the retaillers asking for more crdit period... SO the vicious circle bogs down the sales personnel and defeats his purpose!!

It is therefore a huge CHALLENGE to meet TARGETS!!

The main thrust on operational teams such as selling must is on client retention. 81% less investment is achieved by retaining clients than acquiring new. In addition, present prospect clients are more cautious in choices due to budgetary constraints. In this economy, it is much easier to sell new products and services to new clients but it is very difficult to retain.

Specially the growing short term mentality amongst the teams

No Rententional efforts 

Highly talented teams have lost the will power

No Customer Loyalty programs

Unexpected Competition threats

Employee motivational programs have been badly hit

Attrition is very high 

Market conditions have been unpredictable

No Credit business 

Minimal Supply and distribution is limited

Frequent changing challenges with every change