What strategies to improve sales productivity have you implemented successfully?
The way your salespeople are selling from business to business (B2B) has evolved over the years. If your organization has increased the sales quota for your team members while simultaneously putting more pressure on each salesperson, you aren’t alone. However, this can be increasingly problematic when there are more ways than ever to become distracted or simplify overwhelmed at work. What your team needs are some strategies to improve sales productivity. Here are our top 5 recommendations to becoming more productive while increasing your profits and sales commissions.
1. Optimize your selling time by using technology.
Has your employer invested money in tools such as a customer relationship management (CRM) system to track not just your customer and sales leads? Yes? Good. Then you should also be using it to help to be more strategic with your selling. Start by identifying which customers which customers to call, the best time to call those customers, which customers respond best to emails vs. calls and so forth, and most importantly what your business has to offer them in terms of products, services, or resources to help them be successful. Remember, their success is your success.
2. Start getting social with your buyers.
The most successful salespeople already know this trick. But if you haven’t started leveraging yourself and your employer through social media channels like LinkedIn, Twitter, and Facebook then you are missing out. Reach out to your customers on social media, even if it’s only on LinkedIn, and connect with them. Then help your business by promoting their content marketing pieces like blog posts, case studies, and white papers. Demonstrate that you understand their pain points and know how to assist them in solving their ailments.
3. Automate what you can to get some time back in your workday.
Sales reps are known to spend anywhere from 1/2 to 3/4 of their time doing busywork instead of actually selling. If you are looking for strategic to improve sales productivity, then automation is a must. Look into ways to make common administrative tasks such as the sending of emails or updating the CRM quicker and easier. This will help you to focus and will assist you in your selling.
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4. While you are at it, automate the content you deliver and when.
Another way that your sales team is probably losing valuable selling time is by simply trying to find content that will help them to sell. If your business is lucky enough to have marketing automation resources, available start using them. Marketing automation will allow you to deliver the content that your customers and sales leads most what to see, and at the best times. With marketing automation, you can nurture leads, be informed of which ones are your top prospects, and what information they most want to see so you can make the sale.
5. Learn to communicate, collaborate, and prioritize.
Trying to reach your sales quota each month can be tough sometimes. But one of the best ways to increase your sales is to keep the lines of communication open with all members of your team. If you are a manager, then the job of communicating is even more important. Don’t micromanage, but remember to share what you can do your team feels empowered and not in the dark. Find ways to work together and share knowledge and experiences with team meetings or lunch and learns. Regardless of whether you are a member or just part of the team, it is essential that you learn to prioritize. If you are working on too many things at once, chances are you won’t get anything done successfully. Start prioritizing and focus on what needs to be done first, and make everything else wait.
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Our other readers would appreciate hearing from you! What strategies to improve sales productivity have you implemented successfully? Please share your examples with us by commenting below!