Honestly, sales – B2B or B2C – is an easy job!
- Get the order
- Fill the order
- Ship the order
How could anyone mess that up? Oh, there are ways and lots of them. Unfortunately, in the push to grow the company, some pressures that lead to not making decisions that need to be made, making decisions based on expediency instead of long-term needs, and planning that is more about faking it than making it. Flying by the seat of the pants when it comes to creating a lasting business only results in a crash and burn. So here are some ways to annoy everyone in the supply chain from vendors to customers and even your own sales staff.
- Don’t keep a live inventory and run out of popular items needed to fill orders.
- Order a huge order from the vendor and then ask/beg/demand that it be filled and rushed.
- Fill orders without having popular items, then complain when sales reps aren’t meeting their targets.
- Blame the warehouse staff for excessive backorders or mispicked items.
- Blame the vendor for out of stock items.
- Ship back-ordered items without warning.
- Explain to the salespeople that they don’t need a live inventory and that a weekly QOH is enough to fill orders from – never mind that a QOH is incorrect the same day it’s issued.
These are all ways to lose not only sales but clients and employees. If a company experiences a high number of dormant accounts and a high turnover in staff, it’s time to stop looking for the problem and start looking in the mirror.