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4 ways of increasing the sales productivity

Sales Productivity

How productive your sales representatives are? Are they allotting their work bucket in a way where they can increase their productivity, or they just engage themselves more on the tedious and non-productive work?

These questions should arise in the mind of every individual or company owners and they should come up with ways in increasing the sales productivity of their sales teams. Your timelines might show that sales representatives are putting in extra hours but what matters a lot is whether the sales targets are met and whether you are getting improvement in the sales representative’s productivity month by month which will increase the revenue of the company.

These 4 techniques will surely help your organization in increasing sales productivity in some of the other way.

1.      Research → Implement → Improvement

Research about the best business strategy suitable for a sales team to reach their business goals and at the same time how will that increase the productivity of your sales representatives. Ground knowledge about the business you are in is the first important step in enhancing the execution of your business. Once you have done with research about sales and a solid ground knowledge, it’s time for the team to start implementing the strategy and practice the same strategy until it doesn’t give the required result. Or if, the strategy doesn’t work, go back to the research stage. And if by bringing in some improvements in the existing strategy workout, then opting for the improvement stage. It reminds me of a quote that I can relate this way of increasing the productivity of a sales team with. It says, “Try and Try till you succeed…”

2.      Use technology for scheduling

Why to do work manually while technology is already providing the solution?

When one smart tool makes your work easy and faster then the smart decision is to go with that tool and focus on your sales and revenue. Many applications are available in the market which can help you in tasks like scheduling meetings, calls and reduce your workload as a sales representative. One example of such an application is Outreach meeting. It help you in scheduling your meetings with the prospects. And it also provides a round robin method which assigns the meetings to different sales representatives at different instances which is in a way helping an organization to increase the sales productivity of all your sales representatives.

3.      Team Culture and Team Work

Culture followed in your organization has a great impact in the productivity of your team. Culture is directly proportional to the productivity of your teams and the success of the company. An that’s why Simon Sinek writes this,

“Customers will never love a company until the employees love it first.”

Teamwork also influences your productivity. Teamwork means not just dividing the work but to assign the work to the right people and help every member to reach the goal and in a way increasing the revenue for the organization. This will make sure that the team environment is positive and will definitely increase the productivity of the team. This method is eligible for all the teams and not specifically for your sales team.

4.      Focus on business

The last goal of every task is to generate revenue. A study suggests that salespeople spend less than 36% time in selling and less than 18% in CRM

If the focus of sales reps is on time consuming tasks like manual sales entries, meeting every prospects individually, then increasing the productivity of your sales reps and generating revenue for your organization haults in with a question mark. Every task has some business reason attached to it and use of proper tool at the right time will fulfill all the business requirements and at the same time will make your work easy and quick.

Implementing one of the above ways will definitely help an organization in increasing their sales team’s productivity. You can even go with a mixture of multiple ways depending on your requirements.