As salespeople, you try never to get hung up on. You try to prevent deals from going cold, even when you think everything should line up perfectly. But even if you try as hard as possible, things don’t always work out as you hope or plan for.
Mentally strong salespeople are high achievers because they realize that they can't control what happens but can control how they respond to it and prepare for it. After all, the quality of your mind and attitude determines the quality of your life and work.
How productive you are as a sales representative or a team is up to many variables, and tracking that productivity can be the difference between skyrocketing sales and a lack of outbound marketing deals.
Even if you track those metrics, they only tell you where to improve, not how to optimize. If you want to optimize your outbound sales efforts, read on for the most innovative tips for maximizing your productivity and a few tools to help you do just that.
What is sales productivity?
Sales productivity is about making every minute, every conversation, and every interaction count. Productive sales teams maximize output – like revenue, deals closed, and meaningful client interactions – while minimizing input (like time and resources).
Sales productivity is that magic blend of ensuring the sales team works like a well-oiled machine, builds deeper connections, and amplifies those meaningful moments. The best sales teams use innovative tools and intelligent technology to supercharge their sales processes and, most importantly, convert handshakes into remarkable relationships.
How to measure sales productivity
Sales productivity is a quotient of how many leads a team member converts into actual sales. A few aspects of the sales process can contribute to this end result, including the sales workflow, the sales representative’s conversion skills, and how many deals each salesperson is closing.
Here are three metrics to track when measuring sales productivity:
- Number of hours worked
- Number of sales per contact
- Number of sales per salesperson
Why measure sales productivity?
Measuring sales productivity isn't just another task to check off your to-do list – the compass guides you through the maze of networking and sales. Measuring sales productivity helps businesses, from enterprise giants to agile startups, determine the effectiveness of their sales efforts. It's like having a trusted coach by your side, analyzing the team to ensure they maximize their efforts.
Roadblocks in sales
Sales – they’re a lot like life. You're cruising along, making connections, and then there's a roadblock. Before diving into solutions, getting a holistic view of why some sales teams struggle is essential.
Here are some reasons many sales teams fail:
- Lackluster lead generation: When the handshake lacks that special spark, it can lead to low-quality leads that fail to ignite interest or close deals.
- Disjointed sales processes: Like a chaotic convention, disjointed sales processes result in confusion, inefficiency, and missed opportunities.
- The training vacuum: Failing to equip your sales team with the proper knowledge and training can leave them fumbling in the dark when they could be shining.
- Lost in communication: Communication breakdowns within sales teams can make it feel like you're in a maze with no way out, causing missed chances and dropped balls.
- Tech trouble: Outdated or underutilized technology acts as a chain, holding back your sales team's potential and slowing down the race.
- Inaccurate sales forecasting: Inaccurate sales forecasting can steer your entire team off course. You can’t optimize with unreliable data.
- Time mismanagement: Inefficient time management leaves your team scrambling, impacting productivity.
Roadblocks aren’t dead-ends – they're detours. They make you think on your feet, get creative, and find new ways to connect. Detours are opportunities. Each helps you iterate your approach and ultimately makes you a better salesperson.
5 actionable tips to maximize productivity
Here are five practical tips to light up your sales team's productivity.
1. Streamline sales processes
Wherever possible, simplifying and standardizing your sales processes can increase productivity. Sales teams can identify bottlenecks and redundant tasks and leverage technology to automate routine activities. Whether that means implementing AI tools, removing redundant tasks, automating administrative work, or implementing new software, most sales teams can find a way to cut time spent or costs.
2. Effective time management
Time management is crucial for sales teams. Functional time management goes beyond time blocking around meetings and breaks tasks into priority levels so that salespeople perform tasks at ideal times without dropping the ball. Time management techniques like the Pomodoro timers, time blocking, and the Eisenhower matrix can increase focus and productivity.
3. Continuous improvement
A culture of continuous iteration and constant curiosity encourages sales teams to experiment with new tools and learn new techniques to improve their sales skills. Seeking out feedback, learning from experiences, and adapting to evolving market trends are great ways for sales representatives to take initiative in their growth.
4. Leverage innovative sales tools
Sales teams that make the most of technology, like digital business cards, AI tools, asynchronous communication apps, CRMs, automations, email assistants, and other productivity tools, can evolve with their industry. These tools can help save time and improve the overall quality of interactions.
5. Optimize communication
Clear and efficient communication within the team using collaboration tools and CRM systems is the difference between remembering that specific thing a lead said and iterating rapidly and dropping the ball or wasting time redoing someone else’s work. Using tools like these to track interactions with leads and customers avoids duplication of efforts and enhances team coordination.
Sales team productivity tools you’ve probably never considered
Ready to enhance your sales team’s productivity? Try one of these tools to help speed up the process.
AgentGPT helps salespeople combat objections with minimal brain power. Just pop your competitor's name into AgentGPT with a simple prompt like, “What are the main reasons customers aren't happy with this tool?” In 10 seconds, you've got the scoop on what customers don't dig about. Use these insights to charm your prospect during sales calls and emails. AgentGPT can also create autonomous AI agents – it's like having a brainy computer buddy who takes the initiative, no hand-holding required.
From physical cards, badges, and bracelets to the perfect dashboard that aggregates real-time insights across your team – Linq is the best way to collect and share information with your network. The best part? It integrates with all of your favorite CRMs, like Salesforce, Hubspot, Microsoft Teams and Outlook, Zoho, and more. With flexible tools for lead collection, management, and follow-up, you can even automate some of your CRM tasks to save time.
One AI Language Studio
Instead of overanalyzing every word after your sales call, try the One AI Language Studio. It offers over 27 natural language processing tricks like the sentiment analysis tool. Save your brain and let AI decipher all the emotions expressed during that sales call.
If CRM is synonymous with “mind-numbing” to you, Magical should be at the top of your list to try. They’re on a mission to wave goodbye to soul-crushing tasks. Supercharged with AI, it speeds up tedious, repetitive tasks with autocomplete, a touch of personalization, and a sprinkle of automated copy-and-paste.
Most sales teams get stuck in a cycle of monotonous demos over Zoom or Google Meet, where customers can only really engage with the product if they exit the meeting or bounce between apps. Enter Demodesk, the sales meeting platform that allows you to set up interactive, engaging demos, capturing invaluable customer insights and seamlessly sharing screen control.