Just like you, there are many business owners and entrepreneurs whose heads are full of the same question: How to improve the productivity of a sales team ? Don’t feel bad, it’s a common problem that has, among its causes, disorganization, lack of innovative ideas, unfair distribution of responsibilities, lack of motivation, etc., etc., etc. The good thing is that there is a solution!
A business without sales is destined for bankruptcy, recent mobile phone number data we are clear about that. The ideal is that sales always increase and we can experience green figures every month, but how can we achieve this? Here we show you some unmissable tips to increase your team’s productivity.
What is sales productivity? + Factors to consider
In order to understand how to improve sales team productivity, we first need to identify what it means exactly and find out where your business may be failing.
In this sense, sales productivity is a term to define the set of techniques that seek to increase the results of marketing your products or services and minimize expenses.
Some of the factors that may be interfering with your business team’s business activity may be:
- Exerting too much pressure to meet sales targets that may even be unrealistic
- Difficulty adapting to new technological tools.
- Not having a structured sales strategy or processes.
- Poor communication.
- Not having priorities in your work team.
- There is no alignment between marketing, sales and operations.
How to improve the productivity of a sales team?
That’s why, in order to find the answer to how to improve the productivity of a sales team, you need to align all departments. Start by helping them understand how each area works and create a workflow in which everyone participates, feels involved and understands that failing in their area will have a negative impact on customers.
To strengthen this strategy, you can create a rotation system, where your employees should be allowed, from time to time, to actively observe how the sales process is carried out. This will help them understand the importance of each role in the company and how their work contributes to the final product.
Implement a structured sales process
Having a well-structured sales process will allow you to improve the productivity of your sales team. That is, although each of your sales team members horeca industry – what is it? has their own techniques and ways of doing their job, it is essential that you have an established flow with which you can measure the performance of this department.
To do this, you need to analyze an existing sales process. You can look at the last 7 or 10 deals you closed, versus other sales you were unable to close. Find out which points closed the sale and which didn’t.
Automate your sales processes
As we mentioned earlier, it is common to see that the sales team wastes a lot of valuable time on administrative or repetitive activities. This, without a doubt, can be undermining the productivity of your business. To solve this, your team can adopt sales automation tools aimed at taking over and allowing the team to focus on the sales part.
For example, you can hire a tool to schedule email marketing campaigns or interactions in real time. You can also use a CRM to increase the effectiveness of the sales team and facilitate communication with the public and within the team, especially to classify them according to their level of interaction, loyalty, and more.
Creatively promote sales productivity
Even though your business needs to look as professional as possible to the public, you should never forget that human talent is always one of the most important parts of your employees. Therefore, keeping them motivated is also a way to improve the productivity of a sales team.
An example of this can be seen in established numbers lists companies such as McDonald’s, which each month celebrate their employees who performed best during a given period.
When your team feels that their efforts are recognized, they tend to be more committed and productive at work. This way, you will also reduce the turnover rate, that is, stop the flight of human capital.