4 Proven Ways To Make Your Sales Team More Productive

Your sales department is at the heart of your business and your success depends on them. Marketing is important, of course, but it doesn’t matter how many leads they generate if none of those leads are converted to sales. It’s the sales team that are on the front line, interacting with customers and trying to convince them to make a purchase. If they aren’t effective, you won’t be able to generate enough revenue to stay afloat.

 

People often say that a good product sells itself and that’s true to an extent, but even the best product will fail if there isn’t an efficient sales team behind it, closing those deals. That’s why it’s absolutely essential that you ensure that your sales team are as productive as possible. Unfortunately, that’s easier said than done sometimes and a lot of business find that their sales process simply isn’t streamlined enough and they aren’t making sales fast enough. If you think that you might have a productivity issue in your sales department, these are some of the best solutions.

Improve Your Employee Onboarding Process

Good training is essential to sales success so you should consider reviewing your onboarding process. If you are bringing in a new employee and giving them very limited training before they start attempting to make sales, they are not going to be very effective. It’s often better to extend the training period and make sure that it’s thorough enough that they have all of the tools and experience necessary to work more productively.

You should always have your more experienced sales people train new employees and reinforce training material with repeated practice. Having them sit in on sales calls, for example, will give them real world examples of the things that they have learned about phone etiquette in their training. By offering them this practice led approach, you can cement the training very quickly so that they are well prepared when they start making sales of their own.

You should also have all employees fill out a feedback form on the training once they have completed it. If they flag up certain areas that they need more clarification on or things that they think were missing from their training, you can rectify this next time. This allows you to constantly improve your onboarding process so new employees are well prepared when they start working for you.

Invest In The Right Tools

Sales tools are so useful for helping your sales team to keep track of leads and make better use of customer data. You should be using a proactive relationship management platform which tracks leads and any interactions that they have with customers in one place so they can see exactly what stage they are at with all customers. It also helps to analyze customer data and make useful suggestions about which customers are most likely to convert to sales. When your sales staff are trying to interact with potential customers through a lot of different channels and gather data about them from multiple platforms, this can take up a lot of their time. But if you implement good relationship management software that automates this for them, they can spend more of their time on the actual selling.

Sales software also gives you good metrics about performance. It can tell you how many deals they have closed, how much time is spent on each lead, and how many sales have been lost. By looking at this data, you can identify the areas where your sales staff are struggling the most and then make changes to improve certain aspects of the sales process.

Motivate Your Team

Motivation is key to sales success and if you have a sales team that aren’t very inspired, they’re not going to work hard to increase their numbers. It’s up to you to keep them happy and motivated at all times, otherwise, you’ll see a big dip in productivity. Offering incentives and rewards to the top sellers each month is a common way to do this. It could be through bonuses or perhaps even a prize of some kind. Having a goal to work toward and encouraging a bit of healthy competition in the office is a great way to motivate people to work harder and sell more.

However, motivation isn’t just about offering people material rewards, it’s about your attitude towards your employees in general. If people feel that their hard work goes unrecognized and they aren’t valued, they’re not going to put the effort in and work hard. Simple things like praising them when they’ve made a big sale will make more difference than you realize. You can also run an employee of the month scheme to recognize somebody who goes that extra mile. When you show your team that you value all of the hard work that they do, they’ll be far more productive.

Improve Your Lead Generation Process

In some cases, the problem is not necessarily with the sales department, it’s with the marketing department and more specifically, the lead generation process. If the sales team are handed leads that are likely to convert, they can make sales. But if those leads aren’t people that are likely to be interested in your products or services, they’ll have a much harder time closing deals. If the marketing department is targeting the wrong people on social media, for example, all of the leads that you generate are going to be bad ones.

If you’re seeing a big dip in sales and you’ve tried everything to rectify the problem, it’s worth taking a look at your lead generation process and seeing whether there are any improvements that you could make. If you’re running pay per click ad programs, for example, you may need to reconsider your keyword strategy. Analyzing marketing metrics will give you a good idea of who you are reaching and if they aren’t the right people, you need to rethink your approach.

These are all great ways to improve productivity in your sales department and if you make these changes, you should notice a significant increase in sales.

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