Even sales people who don’t have a service or project management component to their role wrestle daily with boosting sales productivity. The magic to maximizing sales productivity lies in being ruthless with your time. Here are five ways you can sharpen your focus and get a strong ROI on your sales time and effort.
Live in Your CRM – I routinely see sales people that, despite having a CRM tool provided to them, don’t use it. To me that’s like building a house and saying “thanks for the compressed air nail gun, but I’ll just stick to my trusty old hammer.” Sure, you can still build that house but it will be a much slower [and painful] process. CRM is the first software top sales producers open in the morning and it’s the last one they close at night. They update it real-time as they work on their deals. Doing so allows them to shorten the time it takes to pick up the thread on each deal, create a well thought out strategy around how to progress it, plan for a productive sales meeting and then hold it.
Score Your Sales Opportunities – Time spent working on low probability deals is time you can’t invest in high probability ones. I’ve created a simple yet highly effective scoring method that my clients use to score their deals. The score tells them what information they have about each deal, which information they don’t and what to do about it. Create a deal scoring process to apply to your sales opportunities. Use what it tells you to determine which deals have the highest probability of becoming closes and invest your selling time accordingly.
Activate One New Sales Opportunity Daily – All sellers know an empty sales funnel is a dismal sight. Filling it is the heavy lifting of sales work and can be a slow process. If left to run dry, filling it becomes an urgent activity that eats a ton of time and causes your schedule to back up. Activate [reach out in an attempt to book a meeting with] at least one net new sales opportunity every day. That’s 5 per week, 20 per month…you get the math. Taking this approach will spread out the time this task takes over days and weeks, and keeps your revenue production evergreen.
Honor Prime Selling Time – When their buyers are available is when great sellers sell. Sounds obvious, right? Outside sales people who “take five minutes” to pop into the store, or Inside sellers who “take five minutes” to find a good roofer on the web during the work day erode their sales productivity [BTW, we know these seemingly small activities rarely take five minutes]. Discipline is not easy. Sell when it’s time to sell, and slot the other stuff into non-prime selling time hours. Within one week an appreciable increase in productivity will be seen.
Don’t Do Trade Shows – I know I’ll get lots of pushback on this one. Trade shows are huge time – and money – eaters. Unless the show is one where the express purpose is to book orders, don’t go. Pay the attendee walk-in fee and get the attendee list instead. You can gain far more meaningful traction toward reaching your sales goals from your desk [using the trade show attendees’ list] than you can from walking the show. This is not my opinion – this is what my clients have told me. If you just need some time out of the office, take a few vacation days instead.
Think you or your team could be more productive but feel stuck as to how to get there? I’d be happy to help with ideas and suggestions [at no charge, just to help out…]. Feel free to contact me at [email protected].