What happens is that the profitable customers end up subsidizing this waste and are so good and so profitable that they give to generate this subsidy and produce profits. This leads to situations such as the following. A process of assigning customers to the sales force that does not respond to criteria of knowledge, skills, abilities or profitability of the portfolio of clients. The sellers end up generating its results with 10 or 15% of assigned clients, that happens to the rest? Incorrect allocation of business goals or objectives processes, which is the best additive for inefficiency. That happens when a salesman or Manager makes its results several days before closing the period? Because it stops selling and booking their business for the following periods, is or is not an inefficiency. Otherwise, builds what I call the string of pressure, which does nothing more than produce discomfort and dissatisfaction on the client.
The managing presses your seller to sell and this presses the customer to buy him. The use of creativity, which can play limits complexes in ethical and legal terms, is so high in these situations, that hopefully the company could prosecute it to generate positive things that will help everyone to be more efficient. Communication with the client is atomized and totally disconnected. Much of this communication is informal and there is no record of actions or results of such communications. This creates busywork, delays and problems that do nothing more than generate waste of resources and inefficiencies. Promises made by the seller without official support, commercial transactions without documentary basis, tricks used to display results, etc., are just some examples of situations generated by lack of efficient customer communication channels and a backup of information appropriate for each of the interactions with the customer. Ignorance of the client, which generates a large amount of work and wasted resources.