It’s July already? Time sure flies when you’re being productive! And it’s hard to believe that even with 24 hours in a day and 8 hours in a workday, I still struggle to find enough time to do everything there is to do. There are only so many to-do lists I can make, and after (disappointingly) learning that multitasking is a myth, I’ve had to rely on tools and technology to help manage my time better.
In my last post, I shared with you my top 5 favourite apps that help keep me organized, focused, and most importantly, productive. Being organized at home is just as important as being organized at work and there are many innovative sales productivity tools (some that you may have not even considered) that can help you better organize and efficiently manage your sales force.
The top priority of any business is, of course, to increase sales, which ultimately is a result of increased productivity and effectiveness. Arguably, the most important productivity engine that supports the overall effectiveness of sales is the internal sales force. And more sales reps don’t always equal more sales productivity. If you want to improve your teams’ numbers, you need to provide your sales team with the tools to accomplish the task. Sounds simple, right? Yet, why are so many sales managers struggling to establish and maintain sales processes and sales techniques? In a past post by Rainer Gerlach discussing the complexities of selling in a B2B world, he poses the question:
“How can we manage this complexity in order to increase our productivity? There are two answers: apply simplicity wherever possible, and employ modern technology.”
I couldn’t agree more. In order to increase effectiveness within the sales team, you need to improve productivity through sales knowledge and technology.
Here are three tips to help increase sales productivity within your sales team or organization:
Tip #1: Implement a simple, but effective, sales method or sales process.
Whether you are using ASPEC, Salesforce.com, SFA or CRM tools, (or even ASPEC for Salesforce), you need to track your leads, easily forecast and prioritize your opportunities to keep focused and, in turn, stay productive. A sales process encourages consistency and predictability as long as the workflow is discussed up front and understood across the sales team.
Tip #2: Pair your sales method with a blended style of sales techniques.
The best salespeople will blend both relationship-focused and opportunity-focused selling styles. You’ll find you’re naturally better at one type of selling style, but make sure you master the other one and can effectively use either as the situation requires. Otherwise, you’re putting limits on your success by forfeiting some sales to more versatile salespeople who know when to use which style in applying their selling skills. Which, by the way, are probing, proving and closing.
Tip 3: Utilize the right sales tools and technology.