Top Tips to Enhance Sales Productivity

Top Tips to Enhance Sales Productivity Improving sales productivity does not have to require a large investment or resource consuming project. Sales productivity can be improved by the simplest of means, which many companies can sometimes overlook. As there is so much structure, process and methodology around sales, it is possible to sometimes lose sight of simple basic ways to enhance productivity.

Here are a few simple tips to enhance sales productivity: Amalgamation of Sales and Marketing.

Sales people are different from marketers, and it is vital for the management to understand these differences and provide valuable insight and dynamic leadership to get the marketing team and the sales team working towards a single goal. There will be a visible increase in productivity when the marketing team generates top quality leads, thereby enabling the sales team to be better equipped to close those leads.

Produce Quality Leads.

Only by redefining the role of the marketing team in your organization can quality leads be produced. It therefore becomes necessary for marketers to identify, qualify and track leads all though the selling process. To improve the process, the sales team can evaluate the leads and work with the marketing team continually. By setting a goal to decrease unproductive sales calls, prospecting can be completely eliminated in the sales team. This way there will be an eventual increase in sales productivity as the sales team can gain more time for productive selling.

Spot the Real Sales Opportunities.

Studies have proven that most of the sales leads that are generated by trade show attendance, print advertising, etc., are ignored by sales people. This is mainly because these are unqualified leads that do not necessarily signify sales opportunities. It is therefore important to identify genuine sales opportunities, as sales calls are too expensive to waste on unproductive efforts.

Increase Skill.

One of the best ways of improving sales productivity is by creating weekly in-house workshops to improve closing skills, best practice sharing, meeting skills, phone skills, product knowledge, competition and industry issues.

Workshops should ideally be held during non-selling hours. It is also a good idea to implement web-based meetings if your team is geographically separated.

Reward Productivity.

Just making a sale isn’t good enough. The sale must be profitable. For sales effectiveness, ensure that sales people know how decisions they make in the field affect your bottom line and their commission checks. Reps sell more when recognized on a regular basis. Set up weekly recognition in a team phone or web meeting. A happy sales rep is a more productive sales rep!

In the world of sales, finding ways to increase productivity and get more done in less time is essential to achieving great sales results. By adopting these tips there can be a tremendous improvement in sales productivity.

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