{"id":2287,"date":"2021-02-15T12:01:00","date_gmt":"2021-02-15T17:01:00","guid":{"rendered":"https:\/\/innovosales.wpengine.com\/blog\/why-doing-your-research-homework-will-get-your-company-more-sales-2\/"},"modified":"2023-04-06T20:22:26","modified_gmt":"2023-04-07T00:22:26","slug":"common-organizational-weaknesses","status":"publish","type":"post","link":"https:\/\/innovosales.com\/blog\/common-organizational-weaknesses\/","title":{"rendered":"Common Organizational Weaknesses"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2287\" class=\"elementor elementor-2287\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-c19bb25 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"c19bb25\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-f1979ca\" data-id=\"f1979ca\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f1da009 elementor-widget elementor-widget-video\" data-id=\"f1da009\" data-element_type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;vimeo&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<iframe class=\"elementor-video-iframe\" allowfullscreen allow=\"clipboard-write\" title=\"vimeo Video Player\" src=\"https:\/\/player.vimeo.com\/video\/512616574?color&amp;autopause=0&amp;loop=0&amp;muted=0&amp;title=0&amp;portrait=0&amp;byline=0&amp;h=a098f689d3#t=\"><\/iframe>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-658a3df elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"658a3df\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6c6297c\" data-id=\"6c6297c\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8bad070 elementor-widget elementor-widget-text-editor\" data-id=\"8bad070\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>We work with a lot of B2B companies in the small to mid-size range. Specifically, we work with their sales organizations. Over the years, there have been three critical issues that seem to be commonly not executed. These three areas include:<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-bb2f438 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"bb2f438\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a5ade98\" data-id=\"a5ade98\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-cb0a9e2 elementor-widget elementor-widget-text-editor\" data-id=\"cb0a9e2\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h2>Structured Onboarding<\/h2>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-72feed4 elementor-widget elementor-widget-text-editor\" data-id=\"72feed4\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>The idea of a structured onboarding process for those new sales people is so fundamentally important. As a sales leader myself in many of the same kinds of companies that you folks are involved with, I do get it. It&#8217;s about time, you just don&#8217;t have the time. There&#8217;s so many other things going on, that there never seems to be the timet to sit down and actually go through this.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c8b00cc elementor-widget elementor-widget-text-editor\" data-id=\"c8b00cc\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h2>Sales Process<\/h2>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9d80781 elementor-widget elementor-widget-text-editor\" data-id=\"9d80781\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>The other issue that we see is that all companies have a sales process, right? Everybody does. Now it may not be the ideal sales process. It may not be necessarily written down. But you have some kind of process. The key, though, for building a scalable, repeatable sales growth engine is actually following that sales process. As a sales leader, that&#8217;s about leadership and providing the support tools and accountability to make sure that each member of your sales team is using that process.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7c74a31 elementor-widget elementor-widget-text-editor\" data-id=\"7c74a31\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h2>Competitive Analysis<\/h2>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-af64156 elementor-widget elementor-widget-text-editor\" data-id=\"af64156\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>The last piece comes up fairly regularly\u2014because we take it for granted sometimes\u2014is about the competition. Particularly now that things have really changed in the marketplace for everyone, because we&#8217;re all generally working remotely, and our prospects are buying differently. So we need to change how we approach people in this new environment.<\/p><p><strong>It\u2019s critical to understand:<\/strong><\/p><ul><li>How the competition has changed<\/li><li>What they&#8217;re planning for the future<\/li><li>How it impacts your ability to be successful<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-661b9dd elementor-widget elementor-widget-text-editor\" data-id=\"661b9dd\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h2>Summary<\/h2>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2dfdda4 elementor-widget elementor-widget-text-editor\" data-id=\"2dfdda4\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">When we&#8217;ve done assessments of many B2B companies, these are fundamental aspects we see in their sales organizations. Take stock of where your sales organization is in these 3 areas, and develop some action steps to make improvements where needed.<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Sales leaders need to arm their team with real knowledge, real actionable intelligence, so that they can figure out and know before they hit the street, or jump on the phones, or get on a Zoom meeting.<\/p>\n","protected":false},"author":3,"featured_media":2295,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Common Organizational Weaknesses - Innovo<\/title>\n<meta name=\"description\" content=\"Sales leaders need to arm their team with real knowledge, real actionable intelligence, so that they can figure out and know before they hit the street, or jump on the phones, or get on a Zoom meeting.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/innovosales.com\/blog\/common-organizational-weaknesses\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Common Organizational Weaknesses - 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