When you’re in the day-to-day, you may not always see the obstacles slowing down your sales progress. You may be more focused on achieving results and driving growth. That doesn’t mean these barriers will go away on their own — they still need to be addressed. If you’re unaware of what to avoid, you risk missing your targets, damaging customer relationships and hurting your bottom line.
Hugo Estrella contributed a piece for the Predictable Revenue blog that outlines 3 common challenges that keep sales teams from achieving their goals, along with some ideas for tackling these challenges. Keep reading this issue of PromoPro Daily for his insight.
Blind spot No. 1: Overlooking the customer journey. The customer experience can sometimes get lost in the mix of internal metrics, close rates and forecasts. Estrella says this disconnect often leads to friction points that drive prospects away, leaving revenue on the table.
What to do: Estrella recommends adopting a customer-first mindset. You can do this by mapping out your customer journey. Identify key stages where friction occurs and strategize ways to remove obstacles.
Blind spot No. 2: Misaligned teams. Do your sales and marketing teams operate in silos? If so, there are bound to be inefficiencies. Issues like duplicated efforts, conflicting goals and missed handoffs can slow growth.
What to do: Collaboration is key. Estrella suggests setting shared objectives and aligning team workflows to create a unified revenue engine. The entire customer lifecycle benefits when teams work together.
Blind spot No. 3: Ignoring data-driven decision-making. Yes, you should trust your instincts and experience, but don’t rely solely on them to make decisions. You also need to leverage analytics, Estrella says.
What to do: According to Estrella, it’s wise to invest in tools and processes that make data accessible and actionable. From understanding lead conversion rates to analyzing churn, data helps leaders focus on what works and adjust strategies quickly.
Even the most experienced promo pros face unseen challenges, like friction in the customer journey, a lack of collaboration between teams or a tendency to rely on instinct rather than data. Don’t let these blind spots hold you back. Know what to look for so you can refine your strategy, make smarter decisions and help your team achieve their full potential.
Compiled by Audrey Sellers
Source: Hugo Estrella is a marketing coordinator for Predictable Revenue, a company that helps with outbound sales development.
