In this article, Guy Rubin CEO of Ebsta, talks about increasing sales productivity and maximizing sales while using the least resources.
Sales productivity implies maximizing sales while using the least resources. It is measured by how much salesperson is adding to the revenue of the company. You need a reliable and consistent sales team to help you achieve your sales target.
Simple, yeah? Well…maybe not.
When it comes to increasing sales productivity, you have to employ effective tips that will help save time, motivate your sales team and ensure efficiency. That is why we are putting together this article to give you the assured tips that will work for your company. These are;
1. Proper sales training
Most firms believe hiring top talents is the best way to go in ensuring service delivery. Well, that might be true. Only, it is not conclusive; you have to enable them by providing proper sales training. Training helps you build and nurture the ultimate sales team to work for you. A great sales team will deliver better when the talent, hard work, and creative abilities are directed towards sales goals.
Make sure you have the best sales content for training, as well as experienced mentors who will guide them, and remember, just like old times, practice still makes perfect.
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2. Track and Measure sales activities
You can only improve sales productivityOpens a new window when you know the current output. You need to measure every sales representative’s activity and have a way of weighing them based on productivity. This will enable you to concentrate on the areas which need improvement. Some of the KPIs you can use to measure productivity by every sales rep are; conversion rates, average sales, and sales reached vs the forecast.
3. Get quality leads
Looking for leads is one of the most basic parts of sales. The truth is that not all leads will close. You are therefore better off concentrating on quality leads. You can do this by following a lead qualification system in guiding your sales team.
Some of the factors to consider when choosing an ideal prospective customer are;
- Location of the company.
- The size of the prospect’s company.
- Gender and age of the prospect.
- Challenges the prospect faces.
- How does your product alleviate the prospect’s challenges?
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4. Communicate regularly with your team
Holding regular meetings with your sales team helps improve sales productivity. You should use this time to get feedback from the team and share ideas on what you can do to help improve productivity. Finding time with the employees also helps in motivating them and gives them a feeling of belonging. This makes them willing to work even harder, which improves productivity.
Make sure you focus on positivity every time you are communicating with the team. This helps in making them feel at ease and willing to open up.
5. Set goals
As a company, setting goals is the best means of motivation. Set both short term and long term goals to help you evaluate and boost your productivity. Having goals will also help you set a clear path on how to achieve them. It also ensures focus, accountability, and a sense of fulfilment when achieved.
6. Celebrate achieving targets
It is important that you celebrate reaching your set goals and targets. This is to keep you and your sales team motivated and give you a reason to keep working hard. Celebration brings the feeling of excitement at work, which makes hard work feel a little less than work but sheer fun. Don’t you think you can go longer when some fun is involved? I think you can.
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7. Organize your schedule
Organizing your schedule is important in helping you get things done at the right time. You should find a way of putting important tasks first and ensuring you allocate the right time as needed. You are also able to identify the most important prospects which help in boosting revenue.
Once you have a way of allocating time to the existing clients, the prospects and leads, you can easily make them all feel valued, ensuring retention.
8. Utilize sales tools
Make use of the several sales tools to get ahead of your competition by improving performance, increasing selling time and revenue. Some of the tools you can easily use are;
- Sales playbook – It provides you with easy to follow sales guidelines and processes. It helps you avoid guesswork by using analytics and behaviour.
- Predictive lead scoring – It helps in closing more deals by prioritizing leads based on their likelihood of closing.
- Integrating CRM with a sales enablement platform is important in collecting useful data. You can also use it to collect data from third-party sources that saves your sales team the time-consuming legwork.
- Improve the quality of your presentations by using a sales asset management tool. It helps in searching for relevant materials, as well as customizing and personalizing the presentation.
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