HOW TO INCREASE YOUR SALESPEOPLE’S PRODUCTIVITY
A sales manager has a very difficult job to uphold. While they come across many challenges throughout their work life, one of the biggest is understanding how to keep a team motivated and upholding their quality results. Here are some other ways to increase the efficiency.
MAKING SURE TECHNOLOGY IS UP TO DATE
Although newer technology and recent updates are definitely necessary, you do not have to assign your salespeople with the latest and greatest. However, they do need updated devices and programs to do their job the most efficient way. For example, if they have to use outdated or sub par technology they may end up spending their time on the phone with support rather than completing their given tasks.
Two technological advances which we are starting to see more and more of which are contributing greatly to productivity are 4G iPads and personal WiFi hot spots. These keep the salespeople connected to the Internet which could be used for numerous things while they’re out on the job. Every year you should make sure that you take a technology inventory to see what is new and out and to see what updates could be made to improve productivity.
GET RID OF DUMB REPORTS
Salespeople are at the front line and if they are slowed down with duties that restrain them from advertising, productivity is going to suffer. Hiring an assistant to collaborate with several salespeople so that the focus is concentrated on selling.
GET OUT OF THE WAY
Although this is similar to the past two tips, where it entails the concept of removing any obstacles that might become a distraction. The would keep salespeople from making appointments, seeing prospects, and closing business. The nature of the obstacle isn’t important, and as a sales manager you should be constantly looking for obstacles and discovering ways to overcome them.
DO REMOTE SALES MEETINGS
If you prefer to meet the sales team each week and present them with an update on numbers and prospects. Although these are great interactions to have, it’s good every once in awhile to cancel the in person sales meetings. This doesn’t mean go without a meeting, this means arrange for a teleconference, or let the team know the conference is canceled. This may be seen as instability in certain organizations, but if it’s visibly communicated that the intent is to produce more time to concentrate on new business or closing prospects, it can be seen as a positive step.
SEND THEM TO TRAINING
Although training is normally something that keeps sellers absent from selling, it’s occasionally exactly what they need to amplify productivity and to make selling the center of attention. The training may not be typical sales training but having a specialist talk about how certain technology can construct a more productive salesperson.
HIRE APPOINTMENT MAKERS
Rather than having your top paid salespeople “dialing for dollars” you could locate some outbound marketing companies contributing “Appointment Setting” as a service. This is exactly what appointment setters do. They assemble appointments from a list of competent prospects during times that the salesperson(s) has obtainable. This prevents the salesperson from being involved in meetings with prospects and concluding more business so they can focus additionally on the bottom of the sales funnel.
MAKE TIME FOR REFLECTION
The majority of sales managers have a couple high-quality people on their sales team, a few great ones and even a few not so great. A sales manager has the job of understanding exactly what makes the top performers perform, and what prevents the bottom performers from reaching their goals, is vital to the accomplishment of the sales organization. Without calling one person out exclusively, pointing out the top practices inside a sales team and learning from the sales team’s practice is a great way to boost productivity and construct successes.
STEP INTO THEIR SHOES
You should ask salespeople frequently what challenges they’re seeing within the marketplace and what objections they’re receiving. If there’s not a passable amount of insight gained by merely asking the sales team, take some time and follow or accompany them on a couple appointments. This will accurately provide insight into what they’re experiencing so that it can be determined how to support them best.
START AN INBOUND MARKETING PROGRAM
Sales managers handle big challenges, but one of the biggest that sales managers are forced to face is keeping their sales teams’ calendars packed with appointments and keeping them in the field checking up on leads. Creating leads through the use of blogging, social media and email advertising can raise productivity as well as revenues.
KEEP THEM MOTIVATED
Most salespeople aren’t motivated by the same things. Unfortunately, not each and every one of them are goaded by concluding more sales and earning more money. A good quality sales manager stays in the know about the sales team and realizes when they need to encourage. Discovering what provokes each particular seller can go a long way in making certain the whole sales team is motivated. What works for seller A may not necessarily work for seller B and knowing that can compose the difference in how motivated they are.
Following these steps for growing productivity of your salespeople will not promise that sales forecasts will be met or exceeded. However, it will in fact make sure that practical steps to improving productivity are in position, and should assist set up your sales organization for lasting revenue growth.
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About the Author: Lalanii Wilson-Jones, MBA is a dynamic business leader based in Dallas, Texas who owns & operates multiple companies across several industries. Her range of talents and experience makes her an ideal candidate for strong economic partnerships all over the world, a great mentor and a great source of information that can change the mechanics of any sized company.
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