top tips to enhance sales productivity
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Post on 15-Jun-2015
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DESCRIPTIONImproving 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.
- 1. Top Tips to Enhance Sales ProductivityImproving sales productivity does not have to require a large investment or resource consuming project. Salesproductivity can be improved by the simplest of means, which many companies can sometimes overlook. As thereis so much structure, process and methodology around sales, it is possible to sometimes lose sight of simple basicways 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 andprovide valuable insight and dynamic leadership to get the marketing team and the sales team working towards asingle 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 thereforebecomes necessary for marketers to identify, qualify and track leads all though the selling process. To improve theprocess, the sales team can evaluate the leads and work with the marketing team continually. By setting a goal todecrease unproductive sales calls, prospecting can be completely eliminated in the sales team. This way there willbe 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 signifysales opportunities. It is therefore important to identify genuine sales opportunities, as sales calls are tooexpensive 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 closingskills, 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-basedmeetings if your team is geographically separated.Reward Productivity.Just making a sale isnt good enough. The sale must be profitable. For sales effectiveness, ensure that sales peopleknow how decisions they make in the field affect your bottom line and their commission checks. Reps sell morewhen recognized on a regular basis. Set up weekly recognition in a team phone or web meeting. A happy sales repis 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 achievinggreat sales results. By adopting these tips there can be a tremendous improvement in sales productivity.Related Links: Sales Intelligence
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