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What Really Improves Sales Reps Performance?

Authored by Chisom Uche on September 22, 2016

As a sales manager, you strive to always get the most out of your team. You find ways to promote their strengths and give them resources to work on their areas for improvement. However, as a sales manager, you want to make sure that you are making the most of your time when it comes to making your reps better. CSO Insights found that only 33% of a sales rep's time is spent actively selling. Imagine how much better your reps could perform if they could get that addition 67% back. What if we told you that you don't need to focus on a bunch of things and that just spending your time on 3 crucial components could significantly improve your sales reps performance?

 


 

1. Focus on Establishing Your Sales Process

Selling is just as much a science as it is an art form. While you can trust that your reps know to work their magic once you point them in the right direction, a sales process is crucial to ensure that your rep isn't being led on a wild chase by an unqualified and uncommitted prospect. When you define your sales process you should make sure you establish and enforce these components:

Stages
Exit Criteria (Milestones)
Momentum Drivers

2. Use Sales Automation Properly

You can automate anything but it doesn't mean you will be making things better. Automation should be used after you have established a well thought out sales process. The advantage of sales automation is that it enforces the good habits that you've established and gathers data on your reps selling behaviors without them having to do much, if anything. This is important because 71% of sales reps think they spend too much time entering data. If you want reps to adopt a new sales process you have to ensure that they encounter negligible friction and that the new process takes less time. Finding a sales tool that captures their behaviors and data is crucial, but that tool should also give them prescriptive feedback on their selling strategy.

3. Create a Formal Coaching Strategy

Sales teams that establish a formal sales coaching strategy see an increase in their win rates by up to almost 10%. A formal coaching strategy should occur consistently and be focused on how the rep performs within the sales process. If you do not yet have an established sales process then your formal coaching strategy will struggle. If you do have an established sales process, the focus of your sales coaching should be on the stage by stage conversions, win rates on their committed deals, their average time of deals, and their pushed deals.


In our experiences, having a structured sales process, powerful sales automation, and a formal sales process gives sales reps up to 28 selling hours back each month. Those 28 hours can go a long way towards helping your sales rep with quota attainment. Check out our guidebooks on developing a formalized sales coaching strategy and getting your reps more time to sell for more information on the metrics and objectives you should be setting. If you're looking for great sales automation tools that can encapsulate your sales process, contact us! We'll show you what predictive and prescriptive analytics can do for your sales team.

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