Companies can leverage driving sales productivity in order to improve the overall health of their business. Sales productivity means maximizing sales results while minimizing the resources expended, such as cost, effort, and time. Often times, optimizing sales productivity boils down to just streamlining workflow and eliminating unnecessary or unessential tasks.
1. Prioritize ongoing sales training
To help your sales reps adapt to the constantly evolving sales environment, it is imperative to effectively onboard and train. You want to make sure your sales reps can find actionable solutions and strategies to drive revenue. Prioritizing and allocating their time and resources will better streamline their processes and improve their professional development and productivity.
It’s less likely for a deal to advance the longer a prospect is stuck at a stage in the pipeline. To advance prospects through the sales cycle, it is critical for sales reps to add value to their sales. This requires establishing a repeatable and scalable customer development process. Which includes accelerating pipeline development and creating market-centric solutions that maximize customer value. VizQuest believes that through value creation selling your company will gain momentum, obtain increased market share, and maximize revenues and profit.
3. Focus on continuous improvement
Continuously evaluate and re-evaluate your sales processes. Similar to prioritizing sales training, it is important to check in with your team to motivate and reflect on what areas everyone can improve in. An inefficient and ineffective sales process can cost businesses millions of dollars. Therefore, it is crucial to evaluate current processes to determine what works and what doesn’t to make the new process as effective as possible. Even when you have an established process, it is always beneficial to have the concept of continuous improvement in mind to continue optimizing your sales strategies.
4. Embrace automation and technology
Like mentioned before, optimized sales productivity often comes down to just streamlining workflow and eliminating unnecessary or redundant tasks. With the help of automation and technology, many of the redundant tasks sales reps are performing can be eliminated from their workflow, optimizing the amount of resources they have to focus on other tasks. Automation and technology are empowering sales teams with tools to help them do their jobs more efficiently and effectively, enabling productivity across the organization.
5. Make the most of your analytics
Data can help organizations understand what is working, what areas need improvement, and where the opportunities are for new sales strategies. As the world, and especially businesses, become more data driven, it is critical to measure the correct metrics to make sure you are making decision based upon the right key performance indicators. In order to consistently improve sales productivity, it is important to regularly track productivity gains and results.