12 Easy Ways To Turbocharge Your Sales Productivity
It’s certainly becoming harder to get in front of prospects. 54% of the people studied said holding face-to-face meetings with prospects is now more challenging than five years before. What this means is that sales productivity can fall, affecting your sales over the long term.
What can you do to fix the problem? Read on to discover easy ways of how to increase sales productivity. Let’s get rolling!
What is Sales Productivity?
Understand sales productivity as redoubling your sales results while you’re cutting back on the resources you use. Resources refer to time, cost, and effort. For example, the more deals you close for an hour with minimal resources, the more your sales force is efficient.
As a sales manager, it’s critical for your salespeople to generate more revenue while slashing costs, time, etc. It’ll increase your sales efficiency and effectiveness, leading to improved sales productivity.
- Sales efficiency comes about when your sales professional makes the most of their time in the field. An efficient sales agent should zero in more on preparation rather than doing admin tasks.
- Sales effectiveness occurs when your sales rep can boost the company’s sales. They use the tools they have, such as training, mentorship, etc., to get more customers.
You can measure sales productivity by considering the rate at which each sales professional adds revenue to your company. We’ll cover sales productivity metrics you can keep a tab on later.
Now that you know what sales productivity is, here are 12 easy ways to boost your sales productivity.
12 Easy Ways To Turbocharge Your Sales Productivity
1. Improve Onboarding and Make It a Purposeful Experience
Research gurus say that you can boost your sales growth rate by 10% by bringing your salespeople up to speed. Great stats there! You should have a meaningful onboarding process, especially for the new hires, to increase sales productivity.
Here are some suggestions to improve the onboarding experience:
A week before the new sales rep starts
Shed more light on your company’s values, mission, culture, and history. Also, clarify your team’s structure and leadership, including its personality and traits.
It’s also a good idea to have face-to-face meetings with your sales agents in the first week, says Harvard Business Review. Your organization can have early, positive growth.
Use the 30,60 and 90 sales plan to create goals for the entire sales team.
Training on software
Let your sales agents have hands-on experience with the software they’ll be using. Show them how it works through training sessions and video tutorials. Be sure to explain how to leverage data from marketing automation software that detail how a sales representative should focus on reaching out to prospects with a higher lead score.
Emphasize phone call skills
Your sales force needs to be skillful in phone calls and emails to handle the sales process successfully. You can shadow sales reps to help provide on the job training on proper phone call skills.
Monitor their progress
Always keep an eye on your sales professionals’ progress. Make sure they understand the product, including its benefits and features.
2. Zero-In on Prospecting in the First Hour
Prospecting is one crucial way of ensuring your pipeline has enough leads. Cold calls, LinkedIn outreach, research, outbound, etc., are ways you can scout for leads. It’s clear that if you stop prospecting, you can lose momentum in your sales efforts.
Salesinsightslab.com says that “66.7% of respondents said they had reached out to 250 or fewer leads in the past year” in its study of salespeople. It means that the “majority of salespeople aren’t reaching out to that many prospects, while a small group of salespeople [is] reaching out to tons of prospects.”
With proper prospecting, you can increase your sales productivity, including conversion and closing rates. Here are some practical methods you can use to create more opportunities through prospecting.
- Consider creating an ideal customer file
- Think about ways to contact your ideal prospect
- Work on your call lists
- Reach out to your potential customers via personalized email
- Ask for referrals
- Be an expert on your product
- Grow your social media audience and presence
- Feed your prospects with relevant content
- Use videos to show your sales skills
- Follow-up again and again
3. Target the Right Prospects
Not everyone will be interested in your product or service. As a result, you should qualify your prospects to be effective in closing deals. For example, knowing why your clients are your buyers will help craft your offers according to their pain points.
Ask your customer support team to give you more info about your customers. What industry are they in? What common challenges do your customers face that your products or service can solve?
You may also do a survey, asking buyers what they think and like about your offering. Also, build a prospect’s persona and then develop sales strategies according to their features.
When sending customized emails, be sure to tell your prospects why you’re reaching out to them. With these ideas, you can boost your sales productivity.
4. Pursue Sales Goals Non-Stop
Another way of boosting sales productivity is becoming relentless in pursuing your sales goals. However, one study says that in 2019, only 45% of salespeople could meet their sales targets. 2020 wasn’t an exception, too, as the number went down further.
Issues like setting unreachable sales goals, having too much on your plate, etc., could be some causes of not hitting goals. The solution is to focus on premium sales targets to motivate yourself, leading to skyrocketing sales productivity.
With manageable sales goals, you can form superior sales strategies, meeting your goals quicker. For instance, follow the SMART principle in setting your sales targets.
Your goals may look like this.
Specific: To increase cold calls by 5% a month.
Measurable: Boost turnover by 15% before the end of 3 months.
Attainable: Set targets within your reach, e.g., a 15 % sales increase a quarter.
Relevant: Your goals must sync with the company’s overall objectives.
Time-framed: Your sales targets need to have a time frame, for example, increase sales by ‘X’ amount by ‘X.’ Or raise door knocks or video calls or scheduled demos by ‘X’ amount by ‘X.’
As sales staff, creating sales activities or activity goals is also crucial. These are goals within your control, and the time and effort you put in influences whether you’ll achieve them. You can have weekly appointments, for instance.
Here are more reasons you should pursue sales targets.
- They make you accountable, producing results
- It’s an easy way to pump up your sales productivity
- Sales goals fill you with a sense of direction
- They give you a plan of action to meet your long-term goals
- Sales targets provide a clear path to measure your success
5. Check If Your Sales Process Is Working
According to some studies, sales professionals who’ve got a clear workflow are 33% more likely to meet their targets. Probe your sales process by considering these issues.
- Decide what’s working now
- What’s not working according to your plans
- Find out about the strengths and weaknesses of the current sales process
- Are there any bumps or gaps in the workflow?
- What are the challenges in your communication channels?
- If you need to redistribute your resources, which areas need them the most?
At the beginning of every quarter, rate your sales process, fine-tune it, and make changes, for example. Re-evaluating your workflow helps increase sales productivity because you get rid of time-wasting sales activities.
6. Create a Program and Routine
You may know this saying ‘failing to plan is planning to fail.’ It means that sales professionals should have organized work to improve sales productivity. A structure ensures that you avoid firing blanks.
Your schedule could be weekly with clear and specific daily activities. For example, your program might be like this.
- Mondays- Making sales calls
- Tuesdays- Prospecting
- Wednesdays- Presenting product demos
- Thursdays- Building your social media presence
- Fridays- One-on-one meetings with your customers
Be sure to calendar all your critical activities and appointments, including your commitments. You can also apply time blocks to boost sales productivity. One way of doing this is to block time for preparation, prospecting, and making your sales pitch.
You could make cold calls early in the day and then meet your requests from calls around midday. Later in the afternoon, you can prospect again for the coming day. As for emails, you may attend to them when you’re not prospecting.
7. Continue with Sales Coaching
Coaching your sales representative is another way of raising sales productivity. Since they’re likely to forget the content info within a few weeks, your sales training should be ongoing. Other reasons are that the sales environment is constantly changing and the buying process, too.
As the sales leader, you may train your sales reps on products and buyer personas. Becoming proactive in coaching benefits you in these ways. Seismic.com says:
- Sales productivity can increase by 88%
- According to some research, investing about three hours a month coaching a sales rep can boost sales by 25% while also increasing close rates
- You can design scalable strategies and solutions to push revenue
- Sales Training helps your salesperson prioritize their sales activities and make good use of time
8. Master Your Product
Another way of speeding up sales productivity is to have excellent product knowledge. As a salesperson, it’s not excusable not to know your product inside out. And, “51% of top performers report being seen as “an expert in their field” while only 37% of non-top performers see themselves as experts,” says Salesinsightslab.com in its study. Be an expert
Here are some brilliant reasons for mastering your product.
- Your buyers depend on you for the product’s info
- You arm yourself to the teeth with facts to respond to prospects’ questions and objections
- Salespeople are brand ambassadors who must have expert knowledge about the products they’re selling
- You should know the product’s features, benefits, and limitations to craft a killer sales pitch
- Sales reps are detailed to give buyers satisfactory answers
- The salespeople should earn the customer’s trust and confidence
9. Use Analytics To Track and Measure Sales Efforts
Sales analytics can help your sales team achieve its goals faster than they would if they were not using the data. If your sales personnel relax to log sales tasks, it may not be easy to measure their progress. You won’t have a benchmark against which to check if your sales productivity is rising or not.
“In our survey of more than 1,000 sales organizations around the world, we found that 53 percent of those that are “high performing” rate themselves as effective users of analytics,” Mckinsey.com explains.
You can use various metrics to track and measure your sales efforts. The key is to use those KPIs, aligning with your sales strategy. Here are some standard sales metrics.
Conversion rates-They show a % of potential buyers taking a particular action, e.g., buying your product or service.
Average sales (per hour)- It helps you picture how your sales team is doing. The KPI boosts your sales productivity as you zero in on the time you need to spend to achieve your sales activities.
Actual vs. forecasted- Also called mean percentage, the KPI shows you whether the salespeople are way above or falling behind their sales goals.
You may also consider other metrics, such as a call rate, win rate, and the sales cycle. In addition, you can use sales technology, such as sales enablement tools, to get visual data. Dashboards, for example, can give you clear sales trends and help you understand your sales performance.
10. Inject a Huge Dose of Motivation
Motivation is like the gas that powers your automobile. Your sales team needs a massive dose of inspiration, and they can’t get tired of it. The more motivated your sales reps are, the more they give their best, leading to ballooning sales productivity.
Research seems to agree with this fact. Organizations that boost workers’ morale increase their sales by 50% and sales productivity by 38%. For this reason, check out these suggestions to get you started.
Kickstart an accountability network: With this idea, find one person or several people who commit to being accountable to each other. You ensure that you get things done, e.g., meeting your weekly goals. Each person is motivated to hit their targets because they want to avoid reporting zero progress.
Show appreciation in public: You may also praise your sales rep for achieving specific targets for the sales team in front of others. Also, have informal meetings where you celebrate the wins, the milestones, etc. Showing that you appreciate your sales team’s efforts will ignite motivation.
Encourage your sales team members to do the same; recognize each other’s achievements. It’ll further improve sales productivity.
Build Trust: Organizational trust is another essential ingredient for increasing sales productivity. You should build an environment where sales reps can feel like being part and parcel of your company. Show them that you’re keen to help them scale the heights of success and meet their personal goals, too.
Other ideas you might try include taking your sales reps for dinner or throwing a small celebration in your office. Or even buying tickets for sports events can lift their spirits.
11. Communicate, Communicate with Your Team
Remote work is now a reality. As a result, having fixed communication feedback is crucial for raising sales productivity. Over-communication becomes more valuable if you’re leading new hires who may be facing some challenges. As a sales executive, you need to be available 24/7 to offer guidance and advice.
It’d be better to create a check-in process via email or SMS to have first-hand info on what’s happening on the ground. Find out about sales agents’ concerns and roadblocks they’re experiencing. Ask them what you can do to assist them with boosting their sales productivity.
During onboarding, it’s also a brilliant idea to set up one-on-one meetings to encourage in-depth conversations with new hires. Feel free to share your knowledge with your sales team. Because of this, your sales agents will find it easy to confide in you, building loyalty and trust.
12. Embrace Marketing Automation Software
Time is money, so goes the saying. In the same way, when salespeople focus more on repetitive or admin tasks, they waste time, decreasing their sales productivity. Thanks to marketing automation software, salespeople can pay more attention to core selling efforts.
Here are some pros to using marketing automation software or sales tools.
- Triggered emails help you send targeted responses to prospects when they perform a particular action
- You can use data, templates, and more to create relevant content
- It becomes easy to match your sales process with your goals to boost revenue
- CRM platforms can improve the sales team’s effectiveness
- The marketing automation software lessens the time you spend on repetitive activities, such as data entry, etc.
- Sales intelligence software or a sales tool lets you visualize sales data and improve the sales process
- It frees up more of your time to generate sales
Based on these reasons, it makes business sense to use marketing automation software to improve sales team productivity.
Your primary focus is improving sales productivity, which will, in turn, boost your sales in the long term. Coaching your salespeople, improving the onboarding process, and motivating them are some things you can do. Also, embracing marketing automation software or sales technology can lead to skyrocketing sales productivity.