What is Sales Productivity?
Sales productivity means maximizing sales results while minimizing resources. Sales productivity is the ratio of effectiveness (outputs) versus efficiency (inputs).
It is a measure of two things:
- Efficiency: The least number of resources required by your reps to produce the desired result.
- Effectiveness: Of the resources available, how successfully do your reps utilize them to produce results.
Why is sales productivity important?
Sales productivity gives you a better picture of a sales representative’s potential and the challenges they face in making a sale.
Use the following strategies to help your sales team overcome productivity
- Track & Measure Sales Activities
In order to start improving sales productivity, you have to know where you currently stand. You can do a dashboard to see all your status and standing of activities.
- Achieve Daily Goals
Setting goals is a simple and easy way to increase sales productivity because they serve as motivation. Goals push you forward. Goals Give You Focus.
- Prospect Smarter
The process of researching and identifying prospects that would be a good fit for your product or service takes a lot of time. You need to carefully think and choose wisely.
- Create An Effective Onboarding & Training Plan
To effectively increase sales rep productivity, information should be tailored in a way that can easily be remembered. The more complex the product and process, the more important it becomes to present the information in a way new sales reps can relate to
Ongoing training is just as important as onboarding. By having effective training, you all will be good enough to offer your goods and services in the right way,
- Communicate With Your Team
Communication is an essential skill for outside sales managers to possess. Schedules are much tougher to coordinate than they are for the inside sales teams leading to more interactions taking place over the phone and through text messages.
To increase sales productivity, managers should check in with each salesperson to get a pulse on how they’re feeling and performing.
Having all these strategies will help you overcome productivity. So what are you waiting for? Sit with your team and plan to do it.