Configure One has created a new guide to help sales teams increase sales productivity

1. www.configureone.com
Guide To
Increasing Sales Productivity
A productive and effective sales team is crucial for any business. Here are some of
the best ways to improve your sales organization’s productivity.
Train More Effectively
Make sure your salesforce takes part
in continuous training and development
initiatives. This will help reinforce
your company’s mission and values
and prevent them from falling into
bad habits.
Integrate Technology
Automation can take a lot of the
grunt work out of sales, allowing your
salespeople to focus on what they do
best. Software platforms such as ERP,
CRM and CPQ systems — when properly
integrated into an organization’s
infrastructure — have been shown to
boost sales productivity significantly.
Utilize Social Media
Using social media to connect with
potential customers is another important
way salespeople can leverage technology
to boost productivity. Social media gives
salespeople a quick and convenient
way to connect with customers at every
phase of the sale — from networking to
customer service.
Connect Marketing and Sales
In many organizations, marketing
and sales are kept siloed and apart
from each other. However, when
these departments communicate and
collaborate more frequently, they can
work more effectively to help each other
achieve goals.
Look at Different Metrics
Although it’s tempting to look at
sales revenue as the key metric for
determining the success of a sales
organization, it ignores some important
underlying factors. Measuring call rates,
average number of touches before
conversions, and sales cycle length
can provide organizations with
crucial insights needed to improve
their sales efforts.
Build a Winning Culture
Attitude is everything. That’s why building
an internal culture where everyone pulls
together and contributes as part of a
highly motivated team is essential for
building a winning sales organization.
One way to do that is to implement a
recognition program where salespeople
are rewarded for meeting certain goals.
Stay Out of the Way
Although leadership is important in any
successful sales organization, there is
such a thing as too much leadership. Part
of being an effective manager is knowing
when to get out of your salespeople’s
way and let them do their jobs in the way
in which they’re most comfortable.