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 optimizing how you can reach out to them each step of the way to earn their business.
• Sales Process: Optimizing the activities and stages your sales people go through in the process of courting a customer, and determining which company resources are best to interact in each step.
• Sales Funnel: Creating a visual representation of how effectively your selling activities are leading to closed sales, and analyzing blockers that are preventing your sales funnel from an optimal flow.

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