Sales productivity can always be improved upon; when was the last time you examined your processes? It’s a good idea to take time to do a productivity check-up and adjust any areas that could use improvement. With shifts in sales methods, buyer habits and company expectations, likely at least one aspect could use a change.
The team at Soleadify discusses the topic of sales productivity in-depth in a recent article. They go over the importance of productivity in sales, as well as what can happen when reps don’t keep tabs on it.
They also share 12 tips that will help reps look at their productivity with a critical eye and guide them through making updates. Included below is a discussion of a couple of their suggestions.
- Identify and qualify
Sales productivity defined
First, it’s important for reps to understand what productivity actually means. Solidify offers this definition, as well as a formula for uncovering it:
“Individual sales productivity is the measure of the revenue generated by a sales rep per the number of hours they work.”
Their suggested formula is: Sales Productivity = Individual Rep Revenue for a Period ÷ Number of Hours Worked in that Period
As, the article points out, “Digging down into why your sales productivity is increasing or decreasing over time will help you move steadily towards peak efficiency, which should be your goal as a sales professional.”
Narrow your focus
One tactic that Soleadify recommends is identifying your ideal customer. Then, qualify each and every lead that comes your way. Even if you’ve done this in the past, it’s vital to update your ideal prospect over time as situations change.
You likely won't reach peak sales productivity if you’re wasting time on prospects who won’t ever be a good fit. Take time to look at your current list of “best” customers. What do they have in common? What products or services are they using? How do they use what you’re selling? Make a list of these shared attributes to get a clearer picture of an ideal customer. Now, use this picture when you are qualifying leads. If they align, likely they are an ideal prospect worth spending time pursuing. “It is more efficient to get the bad leads to say 'not a fit' earlier in the sales process, rather than later when you have already spent hours on the phone and in email correspondence with them,” the article points out.
Time management has a major impact on sales productivity. How well a rep has a handle on their to-do list impacts efficiency and productivity. One suggestion from Soleadify is to task-batch. This involves grouping all similar tasks together into specific time slots. This method of time management not only organizes your responsibilities, but also cuts down on the potential for distractions. “Adherents state that different types of tasks require different types of thinking, and you want to avoid switching between different thinking modules in your mind,” the article explains.
“The transitions back and forth will slow you down and also disallow you from entering your flow: a state of mind where work feels effortless and you are performing at a high level.”
For example, set aside a specific time for making all of your discovery calls, conducting research, updating your CRM, etc. This way, you can keep yourself on task and focused on this one type of activity rather than jumping back and forth between calls, email, meetings, or other tasks. Task-batching keeps your attention focused on just one type resulting in a more focused mind. This, in turn, drives sales productivity. “You will operate at a higher level, simply because your brain is intensely locked into the correct habits of mind…” Solidify points out.
Check out the other 10 tasks to ensure that your sales productivity is at its most efficient. Make it a habit to do a check-in every so often to ensure that your efforts and processes are working for you, not against you.