Even if your sales team is putting in the hours, that doesn’t always mean they’re working efficiently. They might be chasing unqualified leads, getting stuck in repetitive manual tasks or sitting through too many status meetings. Maybe they’re writing every email from scratch instead of using a template.
To really boost productivity, they need to focus on what they do best: selling. As a blog post from CaptivateIQ puts it, sales productivity is all about how effectively your team turns time and resources into revenue. It’s the balance between what goes in, such as hours and effort, and what comes out, like closed deals and sales growth.
How can you bump up your team’s productivity? We share some tips from the CapitvateIQ post in this issue of PromoPro Daily.
1. Improve your onboarding process. Bringing on some new promo pros? Take a look at your onboarding process. The CaptivateIQ post says a strategic process can cut down on ramp-up time while ensuring consistent performance. Start before a new hire’s first day. If they can arrive with baseline knowledge, they can immediately start applying it in training scenarios.
2. Be consistent. According to the post, an established process transforms common productivity killers into efficiency gains at each stage. Instead of random outreach when you’re prospecting, embrace data-driven targeting. Instead of starting from scratch with your research, the post recommends building a centralized intelligence database. You could also develop message templates for some of the most common prospect scenarios.
3. Invest in ongoing sales training. You can help newer promo pros with focused coaching that starts with the fundamentals. For experienced reps, the CaptivateIQ post advises using sales performance data to identify exactly where deals slow down or stall. It’s always wise to create coaching moments throughout the sales process. Use call recordings to analyze real interactions and run focused role-play sessions that address real objections your team faces.
4. Enhance communication. Poor communication kills productivity, the post says. Opportunities slip away when leads get lost between handoffs or questions go unanswered for hours. Consider using specific channels for different purposes like deal collaboration or competitor intel. For remove and hybrid teams, the post recommends choosing tools that reduce friction. For example, use video calls for complex discussions and chat for quick questions.
You can see improvement in your sales productivity by making a few small changes. Try, for example, reinvigorating your onboarding process or making sales training a regular part of your routine. Incorporate more of what works, celebrate your team’s progress and keep refining as you go.
Compiled by Audrey Sellers
Source: A blog post from CaptivateIQ, an AI-powered solution that provides personalized coaching for reps and offers insights to optimize incentive platforms.
