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7 Strategies You Can Use To Improve Sales Productivity

Sales productivity has a direct impact on revenue and is a key factor in the success of nearly any business.

Improving sales productivity means maximizing results and minimizing the resources used. This is no easy task.

Studies show sobering statistics about the state of sales productivity. A study by Aberdeen Group reports that two-thirds of sales reps fail to reach their annual sales quota, and only 20% of sales reps are top performers. This reflects the reality that the majority of salespeople have significant room for improvement.

Why is this? In part it is due to the fact that salespeople have a lot on their plate that has nothing to do with selling. A recent study estimates that sales reps only spend about 37% of their time on activities actually related to selling.

What can we do about this? To start, try these 7 strategies to improve sales productivity.

Prioritize

Busier salespeople are not necessarily more productive. One of the best-kept secrets for effective and productive work is very simple: get your priorities straight. This allows you to work smarter, not longer.

A study conducted by Wrike shows that over half of sales reps are unclear about their priorities. This confusion negatively impacts sales reps ability to accomplish key goals. The best team managers take the time to outline and explain both individual and group priorities.

Eliminate or Automate Extra Tasks

Though multitasking is often seen as an asset, research shows that it is often counterproductive. The same Wrike study shows that 60% of sales reps struggle with working on too many things once.

Sales reps only spend about one-third of their time actually selling, and administrative tasks are responsible for a large part of the drain on productiveness

Simple steps like automating email responses can cut down on busy-work, but technology can do a lot more than that these days. Setting up web campaigns that give prospects easy access to informational content, video tutorials, and product reviews can help push prospects further down your sales funnel before involving sales reps.

How to Increase Productivity: Measure Everything

Measure Everything

Many companies fail to improve sales productivity because they don’t consistently track key metrics.  CIO Insights reports that disorganized data and limited visibility of metrics presents problems for 40% of sales organizations.

Data quality and visibility is essential to gaining key productivity insights and track improvement. In fact, the most successful sales teams are often the most data-focused. A recent Accenture report shows that 57% of high performing sales teams rely heavily on sales analytics, compared with 16% of underperforming sales teams.

Invest in Sales Enablement Technologies

Strategically chosen cales enablement technology can have a big impact on sales productivity. 

Sales gamification solutions are a powerful addition to classic CRM systems. Primarily designed to motivate sales teams, they help get sales reps more engaged in daily activities, and motivate teams with healthy competition.

Use Your CRM

CRMs play a huge role in many sales organizations today, but achieving good user adoption can be a struggle.

Consider that the average sales rep needs to update over 300 CRM records per week. It’s no surprise that companies are more and more turning towards tech solutions to enhance CRM data and usage.

CRM user adoption has declined as processes become more complex, and surveys show that reps waste a lot of time trying to interpret and organize CRM data. Automating and simplifying the CRM updating process can go a long way to cut down on frustration.

Data visualization is also key to user adoption. Keeping data visible helps create accountability and transparency. Reps are more likely to update data regularly and not let a backlog pile up, and data errors are easier to spot.  Sales leaderboards are an extremely useful tool for live data visualization.  Real-time performance broadcasting helps improve data quality and boost awareness of your KPIs.

Improve Sales Productivity: Work in your priorities

 

Recognize

Positive reinforcement is as powerful as it can be simple. Recognizing team members for their successes, big and small, can go a long way to incentivize productivity and enhance performance. A culture of positive and constructive feedback helps build a healthy sales organization. 

Team engagement and dedication, while hard to measure numerically, are important motivators of sales productivity. Thus, recognition and support should be encouraged both from sales team managers and peers alike. 

Communicate With Your Team

Last but not least, it’s you can’t take sales productivity to the next level without good communication with your sales team. Sales reps need to know and to be constantly reminded of priorities and expectations. More is more in this case. A Harvard Business Review survey revealed that 70% of employees are more engaged when senior leadership continually updates and communicates company strategies.

Still, communication is not just about passing along information. Encouragement, and engaging employees in open dialogue are key to building a healthy sales team.

Improve Sales Productivity: Communicate With Your Team

 

How can Hurrah! Help Improve Productivity for Sales Teams?

When it comes to improving sales productivity, we like to think of Hurrah! Leaderboards as the ultimate tech solution.

  • Recognize

    Celebrate achievements instantly with real-time recognition.

  • Communicate

    Communicate goals and strategies with your team.

  • Engage

    Enhance employee engagement with gamification.

  • Adopt

    Improve CRM user engagement and data transparency with live metrics displays.

Did you find this article helpful? Would you like to try Hurrah! for free? Let us know your thoughts in the comment section below.

Try Hurrah! for Free

 

17 Quotes That Are Sure to Get your Sales Team Fired Up in 2018

Sales can be daunting at times and motivation is hard to come by. If you’ve ever managed a team, or if you are part of one, you’ve probably already noticed that small details can effectively change the workplace.

I bet you’ve had some days where no one in the office is engaged. We know that it’s hard for your team to hit those quotas, and make endless cold calls. I’m sure you’ve also asked yourself if it’s possible to “inject” a dose of energy to get your guys riled up again. Well, we have something that can do just that: inspirational
quotes!

Have you ever stumble upon a simple yet powerful message or sentence that completely changed your day? We all have been there. That’s why we consistently bet on meaningful words to transform our mood and renew our team’s spirit! And we always win doing so.

Check out these 17 inspirational quotes that have helped us get out of bed, destroy those sales goals and leave work feeling accomplished and successful (you can even for free!):

1 – “Motivation is what gets you started. Habit is what keeps you going.” — Jim Ryun.

Sales Motivational Quote: “Motivation is what gets you started. Habit is what keeps you going.” — Jim Ryun.

 

2 – “Be miserable. Or motivate yourself. Whatever has to be done, it’s always your choice.” — Wayne Dyer.

Sales Motivational Quote: “Be miserable. Or motivate yourself. Whatever has to be done, it’s always your choice.” — Wayne Dyer.

 

3 – “Start where you are. Use what you have. Do what you can.” — Arthur Ashe.

Sales Motivational Quote: “Start where you are. Use what you have. Do what you can.” — Arthur Ashe.

 

4 – “There will be obstacles. There will be doubters. There will be mistakes. But with hard work, there are no limits.” — Michael Phelps.

Sales Motivational Quote: “There will be obstacles. There will be doubters. There will be mistakes. But with hard work, there are no limits.” — Michael Phelps.

 

5 – “Setting goals is the first step in turning the invisible into the visible.” — Tony Robbins.

Sales Motivational Quote: "Setting goals is the first step in turning the invisible into the visible." — Tony Robbins.

 

6 – “Nothing will work unless you do.” — Maya Angelou.

Sales Motivational Quote: “Nothing will work unless you do.” — Maya Angelou.

 

7 – “Quality is not an act, it is a habit.” — Aristotle.

Sales Motivational Quote: “Quality is not an act, it is a habit.” — Aristotle.

 

8 – “The most common way people give up their power is by thinking they don’t have any.” — Alice Walker.

Sales Motivational Quote: “The most common way people give up their power is by thinking they don’t have any.” — Alice Walker.

 

9 – “Life is 10% what happens to me and 90% of how I react to it.” — Charles Swindoll.

Sales Motivational Quote:“Life is 10% what happens to me and 90% of how I react to it.” — Charles Swindoll.

 

10 – “Too many of us are not living our dreams because we are living our fears.” — Les Brown.

Sales Motivational Quote:“Too many of us are not living our dreams because we are living our fears.” — Les Brown.

 

11 – “Action is the foundational key to all success.” — Pablo Picasso.

Sales Motivational Quote:“Action is the foundational key to all success.” — Pablo Picasso.

 

12 – “What we achieve inwardly will change outer reality.” — Plutarch.

Sales Motivational Quote: “What we achieve inwardly will change outer reality.” — Plutarch.

 

13 – “Change your thoughts and you change your world.” — Norman Vincent Peale.

Sales Motivational Quote: “Change your thoughts and you change your world.” — Norman Vincent Peale.

 

14 – “To be successful you must accept all challenges that come your way. You can’t just accept the ones you like.” — Mike Gafka.

Sales Motivational Quote: “To be successful you must accept all challenges that come your way. You can’t just accept the ones you like.” — Mike Gafka.

 

15 – “Failure is the condiment that gives success its flavor.” — Truman Capote.

Sales Motivational Quote: “Failure is the condiment that gives success its flavor.” — Truman Capote.

 

16 – “The most difficult thing is the decision to act, the rest is merely tenacity.” — Amelia Earhart.

Sales Motivational Quote: “The most difficult thing is the decision to act, the rest is merely tenacity.” — Amelia Earhart.

 

17 – “Success is the sum of small efforts, repeated day-in, and day-out.” — Robert Collier.

Sales Motivational Quote: “Success is the sum of small efforts, repeated day-in and day-out.” — Robert Collier.

 

We create all these images to perfectly fit Hurrah! Leaderboards. So, if you got inspired and want to use them to boost the engagement of your salespeople, here they are available to download:

 

Download Now Your Sales Quotes in Full Resolution

Real-Time Leaderboards: The Must-Have Gamification Solution For Any Sales Team!

In our previous posts, we’ve seen how gamification in the workplace presents many significant advantages both for companies and for employees.

This innovative approach has proven to be a powerful tool not only to improve productivity levels but also to find and retain talent, promote collaboration among team members, motivate self-improvement and help employees understand the ultimate goals of the organization.

All this sounds awesome in theory, but there’s a catch. There is no simple way to break down gamification because the number of options that companies can choose to implement can be overwhelming.

However, we got it all figured out. One of the most sound gamification solutions, that best fits the needs of your sales reps, is something that we have found through our constant research and investigations.

Our Leaderboards are a new way to inspire a culture of success, both for individuals and teams. This real-time recognition tool displays performance indicators for sales, marketing, and customer service, in a clear and visually appealing style. A style that can also be customized to promote the organization’s culture and overall goals!

The leaderboards are made to recognize achievements and with this keep your team motivated! If you’re curious to see how they work, the video below will do just that!

 

What can you offer your team with each type of Leaderboard?

 

Establishing and Recognizing Goals

Imagine that your team needs to make-it-big in an upcoming ticket sale.

The first slide shows the number of phone calls and emails each seller has made, in real time. The second one displays the value of opportunities won.

This kind of metric is designed to motivate the sales team to increase their numbers in a fun way. For example through sales contests.

 

Celebrating achievements

One of our most exciting features is what we like to call a Big Event. In other words, a unique moment to trigger instant recognition to those who hit a home run. This will not only create an instance of excitement in the office but also encourage other team members to be the next big winners.

Creating awareness

Our leaderboard can also be set to display a dynamic value of total sales for the week, or any other global value that you want to track and relate to your team’s daily tasks. This is a great way to encourage teamwork, provide transparency of information, and further engage individuals with the main goals of your organization.

On the other hand, the bar graph that shows ticket sales by type is an easy method to report on sales performances as well as spotting problematic areas to redouble efforts.

Also, the upcoming season Countdown Slide helps to visualize important milestones driving a sense of urgency and deadline.

 

Download Now Free eBook Visible KPIs’ Advantages

 

Improving communication

Like we pointed out before, one of the main advantages of Hurrah! is its capacity to become the ultimate communication tool for the entire team. For example, to announce meetings, important news, and events, or even the latest gathering to order pizza, Hurrah! Can be set up to display accordingly.

Finally, don’t forget the possibility to share impressive Tableau reports live with your team. Showing all that important data they need to enhance their performance.

Did you find this article helpful? Would you like to try Hurrah! for free? Let us know your thoughts in the comment section below!

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