Improve sales productivity, that’s what all sales departments want. But, don’t make things too complicated. Here are three core steps to keep and enhance good productivity in your sales department:
Efficiency can be translated into productivity in the sales world. There are many factors that lead to a sales team losing out on opportunities again and again. Before you implement too many changes, however, check to see how efficiently your team is working, and then decide how much to improve sales productivity. What do your sales representatives spend most of their time on? Are there any repetitive tasks that can be automated? Technology is progressing at an impressive rate, and improvements in work efficiency are spurred through up-to-date access to helpful automated procedures. Technology will not only increase your team’s efficiency but also improve your sales productivity.
Are your reps reaching out to potential prospects that aren’t yet ready to buy? Invest time and energy in finding better leads, not more leads. Leads that aren’t efficient mean that your people are spending time talking to prospects that aren’t ready or near ready to work with your business. This means that your reps spend more time chasing potential clients when they could be spending their time closing actual sales.
Have the Right Tools
Having the correct tools and technology can increase efficiency, and even eliminate the need for human time and effort spend on certain tasks. Automating sales bonuses and commissions can reduce the amount of time your sales representatives and managers spend figuring out commission rates and earnings. Using tools to help find ready-to-buy clients is also a major tactic used by successful companies. Blitz is the successful commission tracking software you need to improve sales productivity. We can help you navigate all of your sales needs.
Get the Correct Training
Once you have the sales culture, technology, and infrastructure that you want for your business, make sure your representatives know the procedures and protocol. Do your representatives know how to use the technology, make the right calls, and work efficiently? Having quarterly training and routine meetings can help keep everyone on the same page and working together. A functional sales team has a healthy amount of competition amongst representatives while still maintaining a supportive environment. This rarely happens organically. Training helps sales representatives work together, work the most efficiently that they can and work to improve sales productivity.