Sales managers ensure that their sales teams are successful, meet quotas, and generate new business. To be successful, a sales manager must have a good understanding of the sales process and the various challenges that their team faces. In this article we will look at the most common challenges and how you can overcome them.

1) The Rise of the Millennial Worker

The millennial worker is a generation of workers who were born between the years 1980 and 2000. These workers are known for being independent, innovative, and work-oriented. They are also known for being difficult to sell to because they are used to doing their research and making their own decisions.

One of the main challenges facing sales managers is that millennial are not necessarily interested in buying products or services sold by traditional sales representatives. They are more likely to purchase products or services that they believe will benefit them or those around them.

This means that sales managers must focus on selling millennial the benefits of their products or services. They must also be creative to find new ways to market their products to this generation.

2) The Changing Face of Sales

Sales managers today face some unique challenges that they did not encounter in the past. For example, salespeople today are typically more tech-savvy than ever before. It means that they are very well equipped to communicate with customers online and through other forms of technology.

Another challenge that sales managers face is the increasing competition from other industries. Sales managers must be able to compete on price, quality, and delivery time if they want to keep their customers. They also need to stay up-to-date on new technologies and trends to keep up with the competition.

Finally, sales managers must be able to manage a team effectively. This involves setting goals for each employee and ensuring that everyone is working towards the same goal. It also involves creating a culture that encourages employees to take risks and try new things. If done correctly, this can lead to increased sales productivity and success.

3) The Impact of Technology on Sales

Sales managers face a lot of challenges as technology advances. One of the biggest is the impact that technology has on sales.

Technology has changed people’s way of shopping, and it has changed the way that salespeople must sell. Today, customers can find information about products online before they even enter a store. This means that sales managers must constantly develop new ways to sell their products.

In addition, sales managers must be aware of new technologies being developed in the market. They must be able to understand how these technologies can be used to their advantage in selling their products. For example, companies are now using chat bots to interact with customers. Sales managers need to know how to use chat bots in order to reach customers who are using them.

4) Managing Upward Mobility

1. One of the unique challenges facing sales managers is managing upward mobility. As salespeople progress in their careers, they may face different challenges and opportunities.

2. A sales manager may need to help a new salesperson adjust to the job’s demands. They may also need to support a more experienced salesperson to move up in the company.

3. Sales managers must also know how their actions affect other team members. If they make too much money, for example, other team members may feel pressure to earn more.

4. Also, sales managers must be sensitive to cultural differences when selling in different countries. For example, some cultures are less tolerant of bribery than others are.

All in all, managing upward mobility is a challenging task for any sales manager. However, they can ensure that their team stays successful over time by understanding the challenges and taking appropriate actions.

5) Managing a Changing Sales Environment

One of the main challenges facing sales managers today is managing a changing sales environment. Sales organizations have been rapidly evolving over the past few years, and the pace of change has never been greater.

Sales managers must constantly be on the lookout for new sales techniques and methods and be able to quickly adapt to remain competitive. They also need to be able to keep up with the latest technological changes, making selling even more challenging.

Another big challenge for sales managers is managing team morale. If team morale is low, it can have a negative impact on sales results. Sales teams need to be managed effectively in order to achieve successful outcomes.

Overall, managing a changing sales environment is a daunting task, but it’s one that most sales managers are up for tackling. If they can keep up with the latest changes and manage their teams effectively, they’re sure to achieve success.

6) Keeping Sales People Motivated

This is a bonus tip and a must-to-cover point. Keeping sales people motivated can be a difficult task. There are a few strategies that can help.

One strategy is to provide incentives for success. It could include bonuses or other payments based on how much money the salesperson has made. Keeping track of the salesperson’s progress and providing feedback regularly is also essential. This will help to ensure that they are progressing in the right direction and that they are meeting goals.

Another strategy is to provide training. It can cover various topics, such as how to deal with demanding customers or market the product effectively. It is also essential to ensure that the salespeople are up-to-date on the industry trends. It will help them to be more competitive and sell more products.

Last but not least, it is important to maintain a positive work environment. It will help to keep the salespeople motivated and encourage them to continue working hard.

How to overcome the challenges facing sales managers

Sales managers face various challenges when trying to sell products or services. Some of the most common challenges include overcoming customer resistance, managing budgets, and meeting deadlines.

Here are top four tips on how to overcome these challenges:

Be Persistent :

After a few failed attempts at selling a product or service, never give up. Persistence will help you build a relationship with your customers and make them more likely to buy from you in the future.

Use Leverage Wisely :

Sales managers can use leverage to get customers to buy products or services they may not initially be interested in. For example, you can offer a discount or free product if the customer buys something else from you.

Use Data to Guide Your Sales Tactics :

Sales managers should use data to determine which techniques work best with which customers and products. This information can be helpful for you to make better decisions about how to sell products and services.

Manage Budgets Carefully :

It’s important not to overspend on products or services since this could lead to financial problems down the line. Sales managers should use data to calculate accurate budgets before starting negotiations with customers.

There are many professional sales training company providing sales training programs for sales managers and the sales team. They have appropriate experience in the field and can be helpful in addressing all these challenges.


The sales manager is the key person in a company’s growth. An efficient sales manager can create an effective team giving growth and profits to the company. As discussed above, a sales manager must be ready to face challenges. A sales manager must be prepared and have foresightedness for the upcoming challenges. All through the challenges met, we have discussed here a few of the top challenges a sales manager can face and how to handle them. We can even hire any of the leading sales training companies and get a tailor-made sales training program for up skilling your sales managers. I hope this article will be of good use to you. Happy selling!

Mihir Shah is CEO and Founder of Yatharth Marketing Solution, the group specialized in offering personalized sales training programs to corporates worldwide. He is able to draw several years of experience imparting to management, sales, and corporate training serving wide industries. Mihir has assisted companies to grow incomes and enhance customer satisfaction score as well as assisting managers, leaders, and directors enhance the performance of their team with training.