Anybody in b2b sales (team of 20 or less) dealing with constant Chaos
I work in a small B2B environment and I love it. But Im trying to figure out if the pain I deal with daily is normal or if our company is uniquely chaotic.
Here what my day looks like:
CRM is half enriched and full of outdated contact
CRM is full of random companies in my designated vertical (micro to enterprise)
No clear ICP, so prospecting feels like guessing
Adding a new account is a manual process and takes up to 24 hours to get approved
I am responsible to enrich my territory. So I spend my free time on google, co pilot or when I am driving around writing businesses I think would be a good fit.
Huge product portfolio with no real guidance on how to position them. ( I do have a subject matter expert) But its up to me to find the companies
No written processes for sales, ops, or admin. ( I have to go off of memory or wing it)
proposal building takes forever and requires second eyes to look for mistakes (grammar, wording, details, snip its of the customer logo look good)
Route mapping is manually and clunky
Admin communication sucks, they reach out to you about something but provided no actionable or clear next steps or insight. ( Your customer is about to be sent to collection please get ahold of them) ( your credit approval is missing the LLC that on the account name please resubmit once fixed)
Product material dense and hard to translate into customer value. Requiring you to learn product from veteran coworkers
Prioritization is impossible because everything feels equally important
Tools don't talk to each other well
Reporting/ forecasting is feels like guesswork since there no criteria other then what are you going to sell next month. BTW it has to be at least quota
Half my job is working around broken processes/ workflows
Its hard to gauged what good output is since there no written standard. For example I called 100 prospects, and did 40 drop ins this week. Manager thinks that okay, vets think that's solid and green peas ask me how I did it.
I want to be clear I am grateful for the role and love my job. I am in no means complaining. I am trying to figure out if this is a common pain sales org face. If so why don't they just fix it. Seems to me the smoother thing goes the more output a rep would have resulting in more revenue coming in.