• Tips to Improve Sales Team Productivity

    Posted On Monday, October 31, 2016 by Robert Smith

    Even if your sales team currently has a steady stream of new sales leads, chances are there's room for improvement – there's always room for improvement. By optimizing your sales team for greater productivity, you'll reap the benefits of more revenue or a smaller headcount. So, how exactly can you improve your sales team's productivity? Here are 5 tips that are guaranteed to work.

    Automate Repetitive Tasks

    It's estimated that roughly one-third of a salesperson's time goes towards actually selling. The remaining two-thirds goes towards repetitive tasks like data entry, following up with prospects via email, and prospect research. By automating some of these tasks, however, you can improve your sales team's productivity, allowing them to focus on what really matters: selling. By focusing on what really matters, you'll generate more sales.

    Measure Key Performance Indicators

    Are you measuring key performance indicators (KPIs) like email open rates, click-through rates (CTRs), conversion rates, dial-to-contact rate, etc.? If not, you should. Turning a blind eye to KPIs is a serious mistake that will ultimately cost you sales. Most businesses have a set of KPIs that are unique to their processes. By monitoring these KPIs, you'll know whether your efforts are helping or hurting, and using this information you can optimize your sales approach for greater productivity.

    Segment Prospects

    If you aren't segmenting your list of prospects before contacting them, you are missing out on one of the easiest ways to improve conversions. By segmenting prospects, you can make small changes to your sales approach, focusing specifically on the prospect and his or her needs. For instance, segmenting prospects based on their company size is helpful, as it allows salespersons to up-sell larger prospects. Of course, this is just one of the many ways in which prospects can be segmented.

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    Follow Up with Prospects

    You won't always convert a prospect into a paying customer during the first correspondence. In some cases, it may take two, three or four correspondences. As such, salespersons should stay focused and remain committed to following up with prospects, even if they initially reject their sales offer. According to our internal data, on average it takes 8 attempts to have 1 conversation with a new prospect. 

    Alignment Between Marketing and Sales

    When marketing and sales departments function independently, it can lead to lower productivity and fewer sales. Unfortunately, this is an all-too-common problem among business-to-business (B2B) companies. According to a Forrester study, only 8% of B2B companies have aligned their marketing and sales departments. Researchers from the study, however, further added that marketing and sales alignment can yield up to 25% more sales.

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