Top 10 Tips For Improving Your Sales Team’s Productivity
Did you know that Sales is one of those careers that has the highest burnout rate?
The main reason behind the burnout is because most salespeople lose motivation in the field. Usually, this is because they’re either not productive enough or not achieving good results in their roles.
We’re a big fan of working “smarter” and not “harder.” The key to working smarter and getting more things done? Increasing your productivity!
We know that’s harder than it sounds so we’ve put together a quick guide for you on the must-have tips for improving your sale team’s productivity!
Prospect more effectively
If you’re hunting down some weak prospects, then you’re simply wasting time on catching dead leads that will most likely never become customers.
When it comes to your sales strategy, it’s important to define what qualifies as a lead from both a marketing and sales perspective.
For example, if you’re reaching out to companies that aren’t a good fit for your company’s product, then you’re wasting time.
Sure, you might be sending out 50 cold emails a day, but if 40 of those don’t fit the criteria, then what’s the point?
The goal here is to always have a list of qualified leads that fit your company’s buyer persona. Take some time to narrow down the ideal customer profile with your team, so that you don’t waste time prospecting to the wrong crowd.
The measurement all depends on your business. Engagement might be performed through specific calls to action, contact request or even order page visits.
Collecting information about prospects through forms or behavior segmentation will give you the necessary information you need before you lose time on any wasteful leads.
Schedule the time you spend emailing
There is a place and time for everything and this includes writing emails or getting on calls. Personally, we like to block out a time slot in our day where we focus on email. This includes cold email outreach and responding to emails.
If you’re constantly being interrupted by having to reply to emails, you’re never going to get any of your work completed before the day ends.
Batching up your replies into two times a day is recommended to efficiently get them out of the way and cease any interruptions. Instead of emailing someone back whenever you get a reply, proactively set aside a specific time of day where you’ll be able to work on emails and focus on other work during a different time.
Use sales automation software
Remember we briefly talked about working “smarter?” We live in a modern age where there are tons of good and effective sales automation software out there.
With good sales automation software, you can automate your outreach process, follow-ups, and have all the calls scheduled within one single platform.
The software you use should help the team keep track of their data, organize it, and sell even more. Using software is very important for any sales team out there due to how it will help measure your team’s performances.
CRMs, communication apps, and route planning apps are great software to track the work being done.
Another good option is to use an all in one sales prospecting solution like Reply.io
Tracking your teams progress with clients, leads, time spent spelling, closed deals and so on. Use this gathered data to understand what your team needs to better focus their time on.
Spend time researching your prospect
Don’t go into a sales call unprepared. Take the time to prepare yourself before calling or meeting with a prospect. Understanding a specific prospect will allow you to come up with new ideas on how you should present your offerings.
What features and benefits should you emphasize? What concerns may prevent the prospect from converting?
Simply spending a few more minutes conducting research can lead to an improvement in conversion rates and make the selling process much smoother.
A good tip for this would be to run a few Linkedin and Google searches on the prospect before getting on a call with them. Not only will this increase your productivity, but it’ll also have you well-prepared for anything that comes ahead of you.
Automated lead scoring
Are you making sure to follow up at the proper time? What’s the exact moment a marketing qualified lead becomes a sales lead?
Leading scores will help you identify the perfect moments to follow up and notify during that moment.
Set up lead scoring through the use of a marketing automation platform to keep track of when your contact opens messages and interacts with your communications. Excellent software for this would be Marketo.
Afterward, get a notification when your prospects reached a certain score level so that you can follow up with up with people who will possibly convert.
Simply put, opportunities to automate manual, behind-the-scene- processes are a fantastic way to free up even more of your time.
That way you’re not wasting time on leads that aren’t worth your time. Focus on the high-quality leads, so that you can produce stellar results.
Align Marketing and Sales Teams
One of the biggest mistakes that companies make is that they think marketing and sales teams are two separate things. In a sense, it can be, but sales needs to work closely with the marketing team to increase productivity.
Think about it, let’s say that sales aren’t able to convert and close leads due to quality, then the sales team needs to speak with marketing in order to figure out what’s going on. Are the leads not qualified to start with? Do you need a better lead scoring system?
The goal is to not waste time and make the best out of both channels.
This is a situation you should avoid at all costs as the disconnect between the two could ultimately affect the company’s revenue. Have regular touchpoints between the sales and marketing teams in order to create better-qualified leads.
Improve team onboarding
Spending some time to train your team can lead towards big pay off when it comes to your long-term sales productivity. Great onboarding is the first leading step towards a strong sales team, but ongoing training must also have value; each lesson you successfully teach can cause a ripple effect throughout both your sales force and sales.
Not only can you improve your reps sales level, but your individual skills can also be improved when you share your experience with others due to the constant practices performed.
The more you manage to improve your skill and convert more, the better and faster deals are conducted, and sales productivity will reach an all-time high.
A good start would be to come up with mockup calls that you can practice with the new hires. This will prevent not knowing the answers to the common questions that prospects tend to ask about your product or solution.
Check in with your team
Scheduling meetings on either a weekly or monthly basis with your employees will help increase sales productivity. Conducting one on one check-ins with your sales reps and seeing how they are doing and performing is also a great option.
Note that we don’t recommend having daily meetings. That doesn’t speed up sales productivity; as a matter of fact, that can actually slow things down. The best schedule is once a week for the team to sync up on their struggles and accomplishments.
This can be immensely helpful for newly hired employees who are still undergoing training.
This time should be used to motivate your people and recognize areas that they can improve upon. Getting feedback from your team is also vital to use during this time – use their suggestions to get even more productive. Employees will feel like their voices do matter within the company, and could lead to some great ideas in the long run.
Celebrate small wins
Sure, it’s an awesome feeling to close a big deal, but if you want your team to stay motivated and productive, you should be celebrating small wins as well.
Keeping your sales rep motivated is very important. Motivation helps them become even more productive, and lead towards even more sales. Who wouldn’t feel great after receiving a compliment for their hard work?
Understanding what a sales rep is capable of on a daily basis and certain issues experienced by the person could impact productivity.
Focus on keeping everyone positive and support them to keep the atmosphere at ease and have sales roll on smoothly.
Understand that your people will need or even give advice about selling and working with clients. Offer rewards for the best sales reps in order to further motivate the employees to gain some sweet prizes, leading to more sales.
Focus, focus, and focus
This doesn’t just apply to sales teams, but focusing is the key to achieving a higher level of productivity in all aspects of a business.
The number of things that could distract you and pull you away from achieving those daily goals will most likely increase.
It doesn’t help that most people these days have shorter attention spans due to how fast-paced everything has become.
Try to eliminate the things that continue to draw your attention away from your current focus or create a specific time for these tasks to be done in your daily schedule.
A lot of successful salespeople love to work in “batch times”, where they schedule a block within their day for a specific task and focus on it. After that block is complete, they’ll take a good 15-20 min break to relax before moving onto the next task. Hyperfocus will allow you to close more deals.
Using these tips can help you with your selling process as a manager or sales rep. Aligning your sales with these tips will help you sell more in less time, and therefore increase your sales productivity.
This is just a starting point. As you implement these tips, you’ll come across more and more ideas that will help you increase your sales team’s productivity.
Are you ready to increase your sales team’s productivity? If so, a good step to start would be to sign up for Reply.io and prepare to put your sales process on automation!
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