In preparation of your self evaluation, what would you consider are your greatest hurdles with the sales process in your workplace?
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About Me
- James in Bologna
- Bologna, Emilia-Romagna region, Italy
- Thanks for stopping by and reading the 'bo-log'. In January 2017, I upgraded my MCA (Master of Creative Arts) at the University of Technology Sydney to a PhD. The project, 'Masculinity on Trial', looks for Australian masculinities lost in the establishment of the Anzac hegemony during WW1. From March to July 2017, I am being hosted in Italy at the University of Bologna on an ErasmusPLUS doctoral research writing scholarship.
4 comments:
Welcome back to the blogs
The greatest hurdles we face with sales process in our workplace would be our clients and the policies surrounding there travel.
We hugely restricted by Budgets and preferred arrangements clients have with suppliers.
Corporate travel is fairly black and white. Usually 3 options are provided internationally the cheapest, most direct and another suitable option. Not a lot of room for cross or up-selling.
My clients are allowed business class for flights over 8 hours, however in recent economic times we have seen a number of companies restrict international travel unless they travel economy.
Personal preference is very rarely catered for with my clients. Most of my Aus based clients want to travel with Qantas, however unless this is the most logical option in relation to cost and routing it will not be approved by their management team.
Cheers
Nick
I look at sales as the RFP process as I tend to get involved with the occasional presentation but I am not involved in the daily selling of products as such.
Our greatest hurdle is Air NZ business direct and the fact our biggest supplier is also our greatest competitor. Air NZ continues to win business on cost alone and it is very hard for us to compete, especially for Government business. I guess we need to compete by finding our own niche - companies prepared to pay for knowledge, expertise and superior customer service. Again, it's up to us to sell and promote the features, advantages and benefits of dealing with APX
cheers!
Margot
I agree with Nick about our clients travel policy's and the strict rules that come with them. This limits our opportunites to upsell to our clients. Also, from a financial product billing view, the greatest hurdle we have is the technology and the computer systems we use. they make meeting and exceeding what our clients want very difficult and time consuming.
If I look at the sales process that I’m mainly involved with it primarily revolves around new corporate customers and tender/RFP’s/proposals. Due to this the sales process can be a protracted one covering many months from our first contact to a decision being made.
Our greatest challenge is ensuring we can delivery against all the client expectations and in a highly competitive environment do it at a price point that the customer feels provides value.
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