sales productivity Archives | Page 3 of 3

Sales Process Diagnosis: Curing Your Reps’ Unproductive Manic Panic

You’ve got 215 sales days, or 1,720 sales hours, per year. How do you translate those fixed numbers into succulent sales success? Improve sales productivity: the amount of sales-enabling juice your reps extract from each interaction in your sales process – from a simple touch point to that full-blown presentation.

Where Has The Selling Time Gone?

According to the CSO Insights 2013 Sales Performance Optimization survey, sales reps spend only 37% of their available time selling – with selling defined as face-to-face or on-the-phone (i.e., “1:1”) conversations with prospects.

It’s clear that more selling time translates to greater revenues per rep, so why aren’t reps spending more time selling?

The amount of 1:1 selling time has declined from 47% in 1998 to 37% in 2013. (CSO Insights)

While sales and marketing technology has improved with abandon, sales productivity has taken a hit. How did this happen? How is it that over 15 years ago – when all we had were phones, early-stage email, plain-text websites and a slew of docs and brochures – sales reps were more productive than they are today?

We’ve gotten too hyperactive for our own good. We’ve overloaded the sales team with an onslaught of tools, apps, devices, reporting systems and performance analytics. We’ve taken time away from sales enablement and customer engagement, and funneled it into over-engineered processes and red-tape tactics that simply don’t sell:

We have become disengaged with the sales process and unaligned with the B2B buyer.

SYNDROME: Sales Mania

Many hindrances to sales productivity derive from some pretty unassuming risk factors, most of which are rampant because they come with being human:

TREATMENT: Sales Enablement (Extended Release)

Don’t run full force and flailing into sales process reinvention. This ramshackle restructuring is a prescription for unproductive pandemonium. Instead, take a deep breath and a few steps back to strategize your sales enablement. But don't think you have to do it alone. There's an emerging class of tools to help you out.

The Sales Enablement Platform streamlines your efforts for a more effective and efficient sales process - without closing the door on differentiating, experience-clinching personalization:

The increased sales productivity you extract from the right sales enablement platform is what sets the stage for game-changing differentiation, exceptional buyer experiences and sales success.

Time for a productivity booster shot? Fill out the form below, and we’ll show you how the right sales enablement puts you on a streamlined path to process health and sales success.