Sales productivity is critical to meeting quotas and growing your company. Unfortunately, many sales leaders struggle with keeping their team’s performance up.
Getting to know your team personally can help you improve productivity. This means learning their strengths, challenges, and what motivates them. It also includes fostering an environment that encourages communication and collaboration.
Focus on Training
Field sales require a certain level of structure, especially regarding daily meetings. Encourage your salespeople to keep their schedules on point and refrain from putting in unnecessary time commitments that don’t contribute towards their goal of reaching their quotas.
Invest in quality training programs for your new hires to quickly get them up to speed. Consider having one of your most effective salespeople mentor the next batch or bringing in thought leaders from within the industry to share their best tips and tricks with mapping software for sales.
You also want to be sure that your team uses the right tools for their job. For example, Close quickly boosts sales productivity by enabling reps to call multiple leads, record their voicemails, leave pre-recorded messages, and more directly on the platform. This helps reduce administrative tasks, allowing your salespeople to dedicate more time to their leads and customers. Try Close Free today to see how it can help you boost sales productivity.
Focus on Coaching
As sales leaders, you need to make sure your team is well-coached. This includes ensuring they know how to use sales enablement tools such as CRMs, revenue analysis platforms, and automation tools. This can help them save time and increase their productivity.
Aside from that, it’s essential to give them feedback on their performances. Wusing numbers are only sometimes ideal; it’s still a good idea to highlight areas where they need to improve and commend regions that are performing well.
This can be done by having a debriefing meeting with each rep after their customer meetings. This involves them reviewing their meeting in detail, looking at the most valuable insights, and critically analyzing them. It’s also an excellent opportunity for them to ask questions. It’s a great way to help them become better customer advocates. Plus, it allows you to coach them on challenging customers or accounts. The more they know you’re invested in their success, the more they’ll be able to support themselves in your company’s goals.
Focus on Accountability
There are a lot of things that can affect sales productivity, but one of the most significant factors is accountability. Ensure your team members follow the established sales process and understand their role in completing it.
Another way to promote accountability is to have regular meetings with your reps where you discuss their progress and challenges. You should also help them set SMART goals that are challenging but realistic. It’s also important to celebrate success and recognize the effort of your sales team, especially when they are working hard to meet their goals.
Lasreducing or reducing the time your reps spend on non-selling activities is essential. You can use tools like CRMs, revenue analysis platforms, and automation systems to streamline administrative tasks. Additionally, you should ensure your reps are well-rested by re-evaluating their sales quotas to ensure they are challenging but attainable. Finally, you can promote a more productive work culture by encouraging collaboration instead of competition amongst your salespeople and offering growth opportunities.
Focus on Feedback
Despite the competitive nature of sales, fostering a culture of feedback and evaluation is essential. It’s the most effective way to keep your team on track to meet their goals and quotas and improve the quality of their work.
For example, a rep needing the right marketing tools to qualify leads could lose out on potential customers. While a sales manager can guide the best tools to use, they also need to be able to identify bad habits and determine how to correct them.
When giving feedback, it’s best to focus on specific actions or behaviors rather than personality traits. For example, if a salesperson needs to be more assertive, the manager should explain what they mean by assertiveness and suggest alternative actions. It’s also essential to make sure that feedback is delivered regularly. 46% of employees say they want more feedback from their managers. That’s why a tool like Fellow can help you keep your team on track with regular meetings and updates.
Focus on Recognition
Recognizing and rewarding sales team accomplishments is one of the best ways to keep your employees happy and motivated. Consider creating a wall of fame with photos of each sales team member highlighting their most significant company achievements. This is a great way to bring the entire team closer together and ensure that every employee is included in the appreciation process.
Achieving success in sales is often more of a marathon than a sprint, and it’s essential to recognize each rep’s milestones. Consider implementing a salesperson of the month or year award to honor your top performers. Make sure to hold a big event to hand out the awards and provide prizes that your staff will enjoy.
Boosting sales productivity can be challenging, but following these tips can create an environment where each team member will be excited to come to work. By focusing on training, coaching, accountability, and recognition, you can help your sales team perform at their peak and deliver on customer promises.