If your sales team is more productive, it should mean more cash is flowing into your business, allowing you to pursue ambitious new projects and secure sustainable growth.
5 Ways to Improve the Productivity of Your Salespeople
There are a whole host of ways to boost productivity levels amongst salespeople, to the point that picking the right approach can become tricky.
To help you out, here are just a handful of the best strategies that can enhance sales performance in a modern workplace.
Expecting salespeople to get better at their job simply by working and gaining experience is not enough; you need to be proactive about providing them with the training and development support they need to really flourish in this role.
Thankfully a whole heap of new training methods is being developed at the moment, including learning management systems that incorporate elements of artificial intelligence to allow for complete personalization, so using an enterprise LMS solution could be impactful if increasing sales productivity is your aim.
Give them the right tools
Without appropriate access to tools designed to streamline their duties, salespeople can be hampered even if they have the ambition and experience to succeed.
A contemporary customer relationship management platform is perhaps the most important asset in this respect since it can not only keep track of the various leads, prospects, and past buyers but also automate many of the more tedious administrative tasks, thus freeing up salespeople to focus on more important things.
Measure relevant metrics & extrapolate insights
There are lots of sales metrics that need to be taken into account when establishing performance and productivity levels.
While raw sales figures are broadly instructive, they are not necessarily that helpful in pinpointing where particular team members are going wrong, or indeed in showing what top performers are doing right.
It is better to embrace a range of key performance indicators, covering everything from call length to the typical number of sales made within a specific period of time, to glean deeper insights into individual team members.
This will then allow you to determine which steps to take to deal with inadequacies and deliver support as needed.
Encourage individual scheduling
While certain aspects of the sales process are best handled in a rigid and uniform way across the entire team, others deserve to be afforded increased flexibility, and scheduling is one of these things.
This is significant because individual team members will have their own preferences and working practices that suit them, and so insisting that everyone stick to an identical routine irrespective of their preferences will be counterproductive.
That said, you should still aim to ensure that employees understand that they should be responsible for prioritizing the most important tasks and tackling them sooner rather than later, to avoid procrastination.
It is about finding a balance and appreciating that flexibility can be part of your management of sales staff.
If a sales team has something to aim for, and can see progress being made towards both individual and collective goals, they will naturally be more motivated to work to achieve them.
It may seem obvious as a suggestion to improve sales department productivity, but one thing worth considering is that goals do not need to be handled on a quarterly, monthly, or even weekly basis; they can be impactful if they also apply from day today.
Breaking down large goals into smaller daily targets is a tried and tested tactic, yet one which lots of organizations overlook, so implement it and see for yourself.