- There is no manageable sales process in place.
- Unknown current process.
- Unknown how you enforce it/manage to it.
- Unknown what steps a sale normally goes through.
- Unknown length of the average sales cycle.
- It varies widely by sales person.
- Unknown why you think that is.
- You cannot track win percentage.
- You have no visibility into opportunities.
- Unknown how you get information about accounts sales people are working on.
- Unknown whether they do account reviews with you.
- Unknown whether it is verbal.
- Unknown whether it is accurate.
- You do not know where they are in the sales cycle.
- Everyone does not use same process.
- Salespeople forecast based on gut feelings.
- Forecasting accuracy vary widely by sales rep.
- Unknown why.
- Some are more conservative than others.
- Not everyone uses the same process.
- Unknown how often they/you have to do forecasts.
- Manufacturing fails to meet demand.
- Many orders per month missed their promise date.
- Your current system does not have the ability to calculate valid ship (capable to ship) dates at the time of order entry.
- Unknown how many times you ask manufacturing to expedite orders.
- It is because an engineering change in the order delayed shipment.
- You cannot currently see what impact a change order will have in your scheduling.
- There are bottlenecks in your processes.
- Shipping.
- QC.
- Lack of flexibility in the ways you do business with your customers.
- Unknown what methods can your customers use to place orders.
- Unknown whether it is because your customers are demanding you work with them in different ways.
- You have lost customers because you can’t meet their business requirements.
- There are customers you can’t sell to because of their requirements.
- Custom orders cause disruption on your processes.
- Unknown how many of your orders are custom.
- You have to manually work with an engineer to configure a custom order.
- Unknown how before you can respond to the customer with price & potential ship date.
- You do not have real-time visibility into your Actual vs. Forecast vs. Budget.
- Unknown what information you require to make corrective decisions.
- This information is not easily available.
- You cannot easily monitor each salesperson’s pipeline.
- You cannot determine if they are maintaining required margins on every sale.
- Unknown whether sales and marketing efforts are tied to manufacturing.
- Unknown what kind of advance notice manufacturing gets.
- Unknown how you handle large orders on quotes.
- Manufacturing complains about spikes in orders due to marketing/sales campaigns.
- It happens often.
