Sales Productivity

The CSO Insights group conducts a yearly Sales Performance Optimization Report that shows sales reps spend roughly 40% of their time on “selling” activities, and 60% of their time on “non-selling” activities.  This is a staggering number, considering that your sales people are likely only selling 2 days a week!

Before you think about hiring more salespeople, you should improve the productivity of your current sales force.  Improving sales productivity is a significantly better investment, with a significantly better ROI.

At Sales Strategy for Executives, the Sales Productivity service focuses on giving you tools to measure your sales force’s productivity, determining ways in which you can improve the productivity, and implementing the changes.  The following are common methods used in the Sales Productivity service.

• Customer Buying Process: Defining the activities and stages your target customers go through when buying, and aligning your sales resources to reach out to them at the right time with the right message.  A clearly defined customer buying process amplifies your success rate from qualification to close.
• Sales Process: Determining the activities and stages your sales people go through in the process of courting a customer.  This allows for the correction of blockers and gaps in your sales process, and will turn your best salespeople’s sales process techniques into teachable best practices.
• Sales Funnel: Creating a visual representation of how effectively your selling activities are leading to closed sales, and analyzing your sales force’s ability to convert sales opportunities during each stage of the sales process. This tool will diagnose areas of improvement in your sales force, and can quantify the monetary value of taking action to improve your conversion rates.
• Face Time: Determining the amount of time your sales force spends on non-selling activities, and eliminating or outsourcing the non-selling activities.  Salespeople spend an average of 60% of their time on non-selling activities, so optimizing face time can allow you to instantly boost sales by as much as 60%!

If you are interested in hearing more about our services, our methodologies, or our success stories, contact us here.