A 2018 report stated that more than 50% of salespeople fail to meet their quota. And this figure increased in 2020, as companies had to rethink their strategies due to the COVID-19 pandemic. Additionally, businesses these days have to keep up with the shifting changes for them to strive on.¹
As the world slowly adapts to the new normal, businesses should take a look at their processes, especially how their sales team operates. Instead of recovering or returning to the pre-pandemic strategies, it’s time to improvise and maximize your sales efficiency. In short, let 2022 be the year for you to make your sales team more productive.²
To help you out, here are four ways to make your sales team more productive this year:
1. Conduct sales coaching
You shouldn’t only conduct sales coaching in the hiring process. In fact, in order for your sales team to be productive, it’s important that you regularly undergo a one-on-one coaching session with them.
In the coaching process, you can train them about your buyer personas, the solutions you’re offering, and even your target market. Next, ensure they have definite answers to important questions regarding your company’s products and services. Lastly, you can consider sales coaching as an opportunity to help your sellers become more proactive.
If you want to personalize your coaching, it’s best to invest in Salesforce call recording software. This software allows you to keep track of their calls, which you can then use to pinpoint areas of improvements. This way, you can clearly identify strategies you can use in the coaching process, increasing your revenue in turn.³
2. Be consistent with your sales process
It’s a given that there’s no one-size-fits all approach when it comes to sales. What might work for a particular industry might not work in another. However, having a sales process in place will allow you to equip your team with the necessary tools and courses of action so they can reach their quotas and sales goals.
For instance, you can create a playbook that’s based on the tactics of your top sales representative. This playbook can then be shared with the sales reps who are having trouble in the past few months. By having this process in place, you’ll open the opportunity for efficient training. Your sales approach will be consistent across the entire team as a result.
Do note that this method might not work with every client. So always remind your sales team to be flexible.
3. Evaluate the technology you’re using
One of the quickest and most efficient way to increase your sales team’s productivity is to re-evaluate the current technology you’re using. Have a meeting with your team so you can receive feedback regarding which software they use. By doing so, you can identify any tools that you can remove or substitute.
Here are some questions to ask so you can evaluate the status of the technology you’re using properly:
- How many tools/software do your team members use daily?
- Is the tool the right one for each member?
- Is it challenging to learn how to use the software?
- Is the software responsible for any increase in effectiveness the past few months?³
4. Be open to employee feedback
Last but certainly not the least, to increase your company’s productivity, especially in your sales team, you must set a culture of employee engagement. Allowing your employees to be more engaged will save you some time and effort from knowing which sales strategies to implement.
For instance, you might think that weekly meetings are a great way to motivate your team. But team members might consider it a hindrance of their time selling. Additionally, by personally asking them how to increase productivity, you get to support them better. Who knows, your sales team might only be too tired or unmotivated. You can then plan a course of action to increase their motivation, like monetary incentives.²
Also, don’t forget to recognize the efforts of every employee you have. Around 39% of employees feel underappreciated in their work, which can be the cause of low productivity. A recognized employee will feel motivated to work. Almost 87% of engaged employees are loyal to the company they’re working for, which translates to more revenue on your part.4
Final thoughts
An increase in productivity in your sales team won’t only eliminate unnecessary idle time but also lead to higher sales numbers. Since you already know some ways to increase sales productivity, what’s left for you to do is to apply them. Don’t forget to also include other strategies or techniques best suited for your company.
Lastly, in addition to knowing some strategies and investing in the latest software, always remember to give recognition to every team member.
References
1 “13 Ways To Increase Sales Productivity In 2021”
2 “12 Effective Strategies To Drive Sales Productivity in 2022”
