Sales efficiency is a crucial aspect of any successful business. Several factors can influence sales efficiency, from lead generation to sales processes. While sales effectiveness focuses more on how a sales team is performing, sales efficiency focuses more on what the team is doing.

Why is it worth tracking sales efficiency? For starters, it can help you identify where sales reps are performing well and where they can improve. Lindsey Plocek from MindTickle, a revenue productivity platform, says it can also help you with goal setting and forecasting. Additionally, sales efficiency metrics provide context for other data, helping you get a fuller picture of your profitability.

When it comes to maximizing sales reps’ efficiency, she says you should follow a few important steps. We outline her guidance in this issue of PromoPro Daily.

  1. Refocus on sales training. Make sure you’re consistently training your sales reps so they can be as efficient as possible. Plocek says this training might cover topics like product knowledge, customer relationship management or sales techniques.
  2. Establish realistic goals. Realistic is the keyword, according to Plocek. You should create goals that feel within reach so that sales reps feel motivated to go for them.
  3. Embrace automation. What tasks could your team automate? Maybe it’s data entry, lead generation or other manual tasks. When you automate these tasks, Plocek says, you free up time for your team to focus on higher-value opportunities.
  4. Use sales tools. To boost sales efficiency, Plocek recommends using tools like sales enablement platforms or customer relationship management software that can streamline the sales process.
  5. Measure and analyze sales data. The data reflects what’s happening within your sales team. When you measure and analyze this data, you can discern improvement areas and get helpful insights into sales optimization.
  6. Make coaching a habit. According to Plocek, coaching can support every stage of the sales process and is a valuable tool for increasing efficiency. Look for challenges your reps are facing and use these as learning opportunities. Remember to fill in the gaps with training and support materials.

When you take time to measure your team’s sales efficiency, you can gain valuable insight that can help ensure your team operates at its best. Start by prioritizing training, setting manageable goals and automating what you can. Follow it up with regular sales coaching and sales data analysis.

Compiled by Audrey Sellers
Source: Lindsey Plocek is the head of revenue productivity solutions at MindTickle, a revenue productivity platform.