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Sales Basics
  •   8 min read

8 Proven Strategies to Improve Your Sales Productivity



Published October 5, 2023

sales productivity

Today's fast-paced and highly competitive business landscape demands a focus on maximizing sales productivity techniques to achieve sustainable growth and maintain a competitive edge. 

Whether you have years of experience as a seasoned sales professional or are just starting as an aspiring entrepreneur, honing your sales productivity skills is crucial for boosting revenue and achieving your business goals.

We will delve into a diverse array of proven techniques and strategies to enhance your sales productivity and empower your sales team to reach unprecedented success. 

From establishing clear and actionable goals to harnessing cutting-edge sales technologies, we will explore the most effective practices to streamline your sales processes, optimize performance, and yield superior results.

The Significance of Sales Productivity

Before jumping into a set of helpful tips, it's important to understand sales productivity clearly. Sales productivity evaluates how effectively your organization utilizes tools, resources, and processes to achieve essential business objectives while minimizing the time and costs of acquiring new business.

This assessment of sales productivity extends throughout your entire organization. Recognizing high-performing individuals or exceptional cases within your team can aid in identifying and scaling best practices to optimize productivity.

Now, let's move on to the exciting part. As you formulate your sales productivity strategy, we've gathered eight tried-and-true tips to help you get the most out of your efforts.

Strategies and Tips to Boost Sales Productivity

1. Establish well-defined sales objectives

Setting clear sales goals is one of the most crucial steps in supercharging your sales productivity. Think of it as the North Star for your sales team. These objectives give your team a sense of purpose and motivation and act like a roadmap, guiding you toward success and helping you monitor your progress.

To set these objectives in stone, it is imperative to articulate what constitutes success for your team. This could encompass a specific number of completed deals, attaining a particular revenue target, or acquiring a specific number of new customers.

After you've set your sales goals, you must gauge your advancement in alignment with the established team objectives. Keep a watchful eye on key performance metrics such as pipeline size, conversion rates, lead generation, and revenue generation. 

These metrics serve as valuable indicators, enabling you to pinpoint areas in your sales process that require enhancement and guiding you in concentrating your efforts effectively.

To ensure your goals and tracked metrics are effective, adhere to the SMART criteria: Specific, Measurable, Achievable, Relevant, and Time-bound. These five criteria give your team precise instructions regarding what actions to take and when to take them.

2. Develop a sales process

In addition to establishing SMART goals, we strongly recommend creating a structured sales process tailored to your business's products and services.

A sales process is a series of carefully outlined steps your sales team follows to transform potential leads into loyal customers. This well-defined framework fosters organization within your team ensures alignment, and significantly enhances sales productivity.

Your sales process should encompass the following essential steps:

  • Prospecting involves identifying potential customers and initiating contact with them.
  • Qualifying entails assessing whether a lead is a suitable match for your product or service. For instance, if you represent an institution offering an HR degree online, you should target individuals interested in pursuing studies in human resource management. This tailored approach increases the likelihood of converting these leads into satisfied students who benefit from your HR degree program.
  • Presenting refers to showcasing your product or service to the qualified lead.
  • Handling objections: Potential customers typically raise concerns or objections that may impede purchasing. It's essential to develop strategies for identifying and addressing these concerns effectively.
  • Closing signifies the finalization of the sale and securing the customer's commitment, often through signing a contract. The ultimate objective of any business is to close a sale and record sales consistently.

3. Prioritize goals strategically

It's imperative to prioritize your goals strategically. Each goal holds a different weight in the grand scheme of your sales strategy. You can channel your energies towards the most crucial objectives by carefully assessing their significance and potential impact. 

Think of it like this: When you focus on those high-priority goals, it's like concentrating your firepower on the most critical missions. You're ensuring your efforts are laser-focused, and that's how you get the best results. This smart strategy simplifies your sales game and increases your chances of hitting those big goals right on the mark. So, consider it your sales roadmap, leading you straight to success.

4. Use the best tools

Utilizing the appropriate tools is paramount for enhancing sales productivity. These tools are instrumental in helping sales teams optimize their workflows, ultimately boosting their efficiency. According to the LinkedIn State of Sales Report, in just two years, there was a 54% surge in the adoption of intelligence tools, with 43%of salespeople now utilizing these tools.

  • Customer relationship management (CRM) tools allow for the monitoring and analyzing various data points, including lead scores, engagement rates, and purchase history. These data insights facilitate the identification of high-value prospects and enable the effective prioritization of these potential customers.
  • Sales engagement platforms are pivotal in pinpointing your business's most promising platforms and prospects. According to Persistence Market Research, the global sales engagement platform market is anticipated to grow at 14.3% CAGR, potentially reaching a market size of $29.62 billion by the end of 2033. 

By analyzing data from diverse sales engagement platforms, you can discern which platforms hold the highest conversion potential, estimate the revenue they can generate, and identify the most effective sales strategies tailored to them.

  • Sales enablement tools can significantly enhance your team's efficiency by streamlining the sales process, improving customer communication, and expediting deal closures. This toolkit encompasses sales content management systems, analytics software, and communication platforms. 

Notable examples of sales enablement tools include Outplay, offering sales engagement, analytics, multichannel outreach, and inbound lead generation.

5. Foster continuous training and skill development

Sustaining sales excellence necessitates an ongoing commitment to learning and skill refinement. Continuous training and skill development empower sales teams to remain abreast of industry trends and cutting-edge techniques. This investment in skill enhancement boosts the team's proficiency, knowledge, and self-assurance, yielding heightened productivity, fortified customer relationships, and increased closed deals.

Consider the case of Bluebeam Software, which developed an online learning program tailored for their resellers, divided into three tiers of expertise. After the first level of training, completed by 2,800 external salespeople, each reseller, on average, experienced a doubling of their sales. Remarkably, those who completed all three levels witnessed an astounding 400% growth in their businesses.

6. Cultivate a robust sales culture

Nurturing a resilient sales culture exerts a profound influence on sales productivity. This culture inspires sales representatives, instilling in them a robust work ethic that fuels their determination to reach and surpass goals, whether they operate in face-to-face interactions or remote work environments. 

A strong sales culture also champions adaptability in the face of changing market dynamics, empowering salespeople to remain agile and responsive in their pursuit of success, thus yielding consistent growth and achievement.

7. Promote interdepartmental collaboration

Collaboration between sales and allied departments like marketing and customer support can significantly enhance sales productivity. These units can exchange valuable information and perspectives through seamless teamwork, unearth fresh opportunities, and elevate the overall customer experience. 

Regular meetings and workshops can serve as forums for disseminating updates and brainstorming innovative concepts, further fostering a culture of cooperation and information sharing among teams.

8. Harness the power of sales automation

Sales automation is a transformative force in streamlining the sales process and enhancing sales productivity. It liberates valuable time by handling routine tasks such as data entry, follow-up emails, and social media updates, enabling greater focus on critical activities like lead generation and deal closure. 

Identifying opportunities to automate your sales procedures and strategically invest in appropriate tools will streamline your workflows, optimizing efficiency and propelling your sales efforts to greater heights.

Boost your Sales Productivity to New Heights with Outplay

Improving your sales productivity is an ongoing process that requires dedication and strategic thinking. By setting clear goals, managing your time effectively, streamlining processes, harnessing technology, investing in continuous skill development, promoting team collaboration, qualifying leads efficiently, prioritizing customer relationships, and measuring performance, you can elevate your sales game and achieve better results with less effort.

To excel in this endeavor, you can leverage the comprehensive services offered by Outplay, a leading platform in the field. Outplay provides powerful tools and solutions to empower your sales efforts and optimize outcomes.

Remember that the journey to enhanced sales productivity is ongoing, and with Outplay's comprehensive services, you have a reliable partner to guide you through every step. By utilizing these resources and strategies, you can expect remarkable sales success with greater ease and efficiency.