The most effective way to boost conversion rates and achieve long-term success is by increasing your team’s focus and productivity. It’s far too common for short-term tactics that provide an instant impact to be used erratically, in place of prioritising the long-term collective improvement of a sales team. What makes a great sales system is a motivated and productive sales team advancing towards a common goal. In this article, we’ll give you tips on increasing your team’s productivity and how to take their sales performance to the next level.
What Is Sales Productivity?Sales productivity refers to how much output a salesperson creates compared to the resources they use while advancing towards their short- and long-term goals. While the resources used can be time, money, and effort, the outputs are measurable sales results. Many factors affect productivity, such as organisational structure, sales team culture, mindset, and managerial support. All of these elements need to be strengthened jointly to create significant improvement.
How to Increase Sales Team ProductivityThere’s not much that can make a sales manager more proud than a team of productive salespeople who add value to their organisation, clients, and industry. Small changes in your organisational structure and management style can strengthen your team’s mindset and radically improve their confidence and closing skills. As the sales leader, you are responsible for setting the tone and adopting an open mindset and environment to enable your team to thrive. Here are 8 essential tips to increase sales team productivity in an effective way.
1- Build a Team That Delivers Mutual ValueSalespeople can build trust and rapport by focusing on delivering mutual value for clients and their organisation. With trust, a salesperson lays the foundation for sales success by boosting their credibility, enhancing the company’s reputation, and nurturing stronger relationships. When mutual value becomes established in your team’s culture, your reputation increases radically. And the customers, who are sure that they made the best choice for themselves during their purchase, do not hesitate to advocate for your brand.
2- Improve the Quality of ConversationsYour team’s ability to deliver the right messaging determines your success. Identify the factors that reduce the quality of your team’s conversations and support their communication skills by creating the right environment.
- Focus your team’s energy on potential customers who fit the ideal customer profile to ensure meaningful improvement with the right feedback. You can improve the quality of your leads by strengthening your team’s alignment with the marketing team.
- Self-confidence can unlock any mental blocks that limit your team’s communication capabilities. Let them build confidence by pairing up less experienced team members with more seasoned ones.
- Discover gaps in your team’s knowledge that create problems in their communication. Offer training opportunities to fill these gaps successfully.