Salespeople who are too busy with other tasks reduce your sales and your company’s profitability.Since they are at the forefront of the customer transformation process, maximizing their productivity is essential. How? ‘Or’ What? Here are 5 methods to achieve this in dio journal.

Map the customer acquisition process

The most important thing in sales is to significantly reduce the performance gap between sales people. Hence the need to establish a customer acquisition procedure, based on the experience of your sales team.

Did you know?

• The more complex your offers, the greater the differences between the figures.
• Instead of building a linear methodology, map your sales system and target lead inflection stages. This will allow you to spot the times when they raise objections, without ever waiting or understanding the counter-arguments.
• By mapping out the sales process with your sales reps, you will increase their productivity.

Create collaboration between marketers and salespeople

Your marketing department and your commercial center work in synergy. Your employees must work hand in hand to improve the process of acquiring, managing and transforming prospects.

The more they will understand, upstream, the implications of your services (thanks to marketing), the easier they will be to convince (thanks to sales representatives).

Commercial marketing collaboration

In addition, your salespeople can help marketers set up their scoring, which consists of noting the maturity of a lead. The more the latter is mature, and therefore ready to buy, the more productive the work of the sales representatives.

Focus on efficiency and speed of execution

• CRM, video, chat, email tracking, document sharing,today’s salespeople need multiple dashboards to track the data they’re supposed to use.
• Add to that marketing automation, lead scoring, sales forecasting and more, and you’ll realize it’s a miracle that your sales reps can spend even a third of their time selling.
• With the outpouring of technological tools, the focus is therefore on efficiency.

These platforms should make your salespeople more efficient, but with all the data to analyze, the reverse is often the case. Instead, focus on the speed of task execution.

Your goal is to have a centralized system so that salespeople have essential information quickly, so that they can call as many mature prospects as possible during the day.

Design and run practical games

Sales reps get involved in their sales pace and sometimes they forget to think about the conversation with the customer. While you have to be quick, don’t forget to take the time with more curious or reluctant prospects.

Regularly, the sales pitch should be repeated to assess the knowledge of your salespeople.

Organize practical exercises within your company: role plays, debates, false speeches. These should help train your salespeople to sell better.

Integrate and automate your Playbook

In the field of sport, coaches use a playbook, called a “playbook”, which details a team’s strategy (very often, depending on its opponents or the conditions of the match). This habit has spread to the commercial field.

If this is not done, your business should develop a strategy book based on the benefits to be sold and the nature of the prospect. This playbook can be given to each new salesperson, to allow them to train.