Undoubtedly, most sales organizations are under tremendous pressure these days, as the ill economy and shrinking margins make it more difficult to meet their quota. Increasing the sales efficiency of the company is also the main subject of concern despite all this.
Here are the top 5 ways sales leaders can improve their sales productivity strategy and enable their sales teams to sell smarter and faster.
1. Automate Your Sales Process
Time spent on activities that are unproductive, tedious, or non-best practice is time spent not selling. One way to improve your profitability in sales is to allow more time to sell your reps. Cut out the extra manual work. To save time and stress for your employees, automate sales processes everywhere you can. Minimize or remove admin duties, such as data entry, and optimize your sales workflow as much as possible.
2. Create a Clearly Defined Service-level Agreement (SLA)
Great selling organizations have crystal-clear service-level agreements that specify what type of lead you need, the processes and protocols for managing those leads, and what is expected from every aspect of the revenue generation team(s).
A good SLA helps everyone, especially salespeople, to spend their "thinking time" focused on selling situations, instead of figuring out what to do and when to do it.
3. Align the Marketing and Sales Teams
When marketing and sales complement each other, a business can see a large improvement in sales productivity. If marketing and sales do not interact, a gap between the two will occur and this will eventually show in the company's revenue.
As a manager, you should promote the collaboration of your sales and marketing team, as the two can ultimately help each other in becoming more productive. Especially, if you are looking to create a strategy to improve productivity during the crises, your sales and marketing team should be on the same page.
4. Utilize Sales Tools To Increase Sales
To maximize productivity, it is important to have best sales tools for your business. Sales tools allow reps to keep track of their data, coordinate, and sell more. Sales tools are important for managers as they are better able to assess the success of reps. CRMs, communication apps, sales intelligence platforms, and route planning applications are great tools for prospecting and tracking the work of your reps. Give them access to B2B data portals so that they can reach the decision-makers quickly.
5. Communicate regularly with your team
Holding daily meetings with the sales team helps to increase profitability in sales. Using this time to get team feedback and share suggestions about what you can do to help increase productivity. Sharing time with the team also helps inspire them and gives them a sense of belonging. This makes them even more likely to work, thereby increasing productivity.
Conclusion
You may have only a small number of hours in the day, but what matters most is how your team spends that time during work from home. You will improve the efficiency and output of your team with the aid of these tips along with a couple of automated resources.
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