The term ‘sales productivity’ refers to the phenomenon of maximizing the company`s sales result while minimizing the resources expended. Here, the term ‘resources’ includes anything involved in the process of sales generation such as cost, efforts, time, number of employees and technology.
The speed at which a company reaches its monthly and yearly profit goals is all that matters to survive in the commercial market. Whereas, for the overall growth of a company, it is mandatory to create an equilibrium between ROI, competency, technology advancement and sales productivity.
In short, you cannot expand your business and become a viable name in the commercial sector without increasing sales productivity. Here are a few effective and practical tips to increase the sales productivity of your company.
Calculate the Productivity of Every Individual in Your Team
A company can measure the sales productivity of individuals by the evaluation of the rate at which a respective salesperson surges the revenue graph of the company. In simple words, how efficient a salesperson is in finding out ways to increase the earning of a company through the process of sales.
In a team, few participants play a significant role in increasing sales whereas other salespersons either work to achieve the mentioned goal or rely on the cumulative progress of the team. This employs a negative impact on the key players by bringing their enthusiasm down with their work attitude. That’s why the individual graph of sales productivity of every salesperson is vital for management. It helps them to appreciate the key players for their performance and boost the motivation of the rest of the team.
Design a Sales Process That Suits Your Company’s Work Environment
According to research by Vantage Point Performance, almost 66 percent of B2B sales teams around the world don’t have a pre-defined sales process. The absence of a sales process affects the productivity cycle because every salesperson starts following his/her way to process a lead.
In contrast, when every lead moves through the same steps, surveillance becomes easy for management and every salesperson what exactly he/she has to do in a particular situation. According to a professional sales manager at a multinational company, “Proficiency goes up to 31% when a sales team has a defined sales process.”
Primary stages of the sales process include prospecting, qualifying, presenting, handling an objection, closing, and nurturing stages. You can precisely mention the amount of time a person should utilize over each step.
Buy Effectual and Suitable Customer Help Desk Software
Technology advancement always supports the way of working and help every employee to improve their proficiency. Customer Help Desk Software can support sales agents to attend clients through the cloud system. They also help in generating customized quotes for every client and allow the sales agent to keep a record of every critical detail. On the other hand, this software minimizes the time required to process a lead and also helps companies to establish a positive impact through quick responses for every query of their clients.
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Jason Junge is the CEO of PointerTop, a company dedicated to creating innovative products that enable agent-based businesses to sell, train, and support their products and services directly online. PointerTop offers CrozTop, a platform that enables direct agent-to-customer cross-interactive communications over a company’s website. For more information, visit pointertop.com.
