Apr 05, 2022
In Welcome to the Forum
Are staying in their jobs longer than ever, thanks in part to improved recognition and skill development. It's understandable, because more permanent reps tend to be more productive and engaged, which benefits sales reps, the customer, and the business. But if your current reps are underperforming, what's the secret to creating the kind of environment they can thrive in? Based on the research cited above, it's easy to conclude that more recognition and better training can help. But since that's not very specific, let's take a closer look at what it takes to increase sales productivity and build a top-notch sales team. What is sales productivity? In technical terms, sales productivity is the relationship between your salespeople's effectiveness (outputs) and their company mailing list efficiency (inputs). Simply put, sales productivity means getting more done in less time or with fewer resources. Any gain in productivity usually comes from a reduction in effort, cost or time. It's about using each salesperson's time wisely. Remember that your representatives were hired to talk with customers and close deals. Everything else is just a means to that end. In this context, increasing sales productivity could mean investing in automation tools to reduce administrative work or extend the reach of salespeople. It could also mean taking things off their plate by delegating or eliminating tasks. 5 strategies to boost sales productivity to learn more, here are five additional strategies that will help you do more with less: 1. Prioritize coaching, starting yesterday of course, experience is the best teacher. But with the average sdr in the role for only 16 months, you can't always afford to wait.