Increasing your sales team’s full productivity requires a strategic approach that aligns purpose, strategy, and execution. By delving into the ‘why’, ‘how’, and ‘what’ of productivity enhancement, you pave the way for success. From defining goals to analyzing outcomes, every step plays a crucial role in driving performance. And in this blog, I will be discussing just that. Let’s have a look.
How to Boost Your Sales Team’s Productivity?
Establishing Purpose: The ‘Why’
To enhance the productivity of the sales team, we first establish a clear understanding of the ‘why’, which is to establish how the new acquisition of business will assist the organization in fulfilling its mission and vision.
Implementation Strategy: The ‘How’
Then the idea is to move the focus on the ‘how’, which helps us understand what efforts and actions will assist us in fulfilling them. In a nutshell, looking at the means to achieve the end goal. Hence, the next step is to look at the leading indicators which are the metrics used as predictive measures of future outcomes.
In terms of sales, these are activities which can be further broken down into emails, cold calls, social media outreaches, and eventually looking at activations from those activities which then indicates prospects who are interested or need further nurturing. From here the discovery calls and demo calls scheduled help us understand the productivity and progress. From here monitoring is critical which can occur on a daily, weekly, monthly, and quarterly basis.
Outcome Analysis: The ‘What’
Given the ‘how’ has been established it’s important to understand the ‘what’ ie what these efforts lead to in terms of outcomes. Given this is an outcome it is categorised as lagging indicators, which are the opportunities created for closing which eventually results in net revenue.
Evaluation and Adjustment
Further in terms of evaluation if there is no gap then acknowledgement, appreciation and incentives are in order and the idea is to keep doing things which are working. In a case where there’s a gap, it is critical to focus on the controllable and identify the uncontrollable. Once the controllables are identified, look at the qualitative and quantitative aspects which help both leaders and individual contributors. While the qualitative aspects include the quality of communication, it also includes targeting the right ICPs (Ideal Customer Profile) wherein the product market fit is established to get maximum results while exploring non-ICPs to identify growth opportunities and new frontiers.
By aligning the entire sales team’s direction by following the ‘Golden Circle by Simon Sinek’ and looking at the leading and lagging indicators it brings harmony amongst the team, individuals and the organization’s goals.
What are the Tools to Achieve the Team’s Productivity?
We use two tools – Hubspot (CRM) and Notion. The goal is to have everyone on the CRM to ensure that everything is documented. From scheduled meetings to various activities, we track everything in the CRM – specifically, using the HubSpot dashboard.
Notion serves as our platform for knowledge-based management, as well as handling objections and it also serves as a base for OKRs, Training documents, Audit & Audit Logs, Taskboards, and collaboration between departments.
Additionally, we rely on common productivity tools such as Google Calendar for scheduling and booking meetings with individuals, providing a clear indication of our workflow. This includes managing calls and other tasks and ensuring a comprehensive approach to our work.
The Synergy of Strategy and Execution
It’s important to understand that without a clear strategy, individuals may appear disoriented due to a lack of strategy. However, the real key lies in the execution and control. This determines whether the strategy will effectively work and deliver results.
To further elaborate on the concept, there’s a parallel quote about someone given the task of chopping down a tree. Instead of immediately starting to chop downward, the person spends time sharpening the axe first. This signifies that both strategy and execution are indispensable, and finding the right balance is crucial.
As a leader, it’s imperative to constantly reassess and evaluate how the execution is progressing. This ongoing assessment ensures that the balance between strategy and execution is maintained effectively.
Conclusion
In closing, enhancing sales team productivity requires a strategic approach. By aligning purpose, implementing effective strategies, and leveraging tools, you create a solid foundation for success. Remember, the synergy between strategy and execution is key. Stay agile, adapt, and foster a culture of continuous improvement. Together, let’s drive sales excellence and achieve our goals. Thank you for joining us on this journey.
