How Can We Improve Sales Force Productivity?
Answer: Sales Operations Consulting
Sales effectiveness consulting to improve salesforce productivity
What We Can Achieve Together
Improving process efficiency improves productivity. Sales process redesign simplifies and streamlines recurring processes to achieve 10-20% efficiency and time savings, on average.
That equates to an extra 4 to 8 hours per week to be reapplied to selling.
The Johnny Grow mantra is 'everything that gets repeated gets automated.'
CRM technology and sales enablement apps automate processes and accelerate process cycles and save 3 to 6 hours per week, on average.
Analytics go beyond efficiency measures to drive effectiveness. They show how tasks and activities contribute to outcomes. And when they don't.
Eliminating low value and no value activities frees up 2 to 6 hours per week, on average, to reapply elsewhere.
3 Ways to Increase Productivity
It's one of the top 3 questions among sales managers: How can we improve sales force productivity?
Research results from the Sales Excellence Report found that labor efficiency programs are a recurring activity. Unfortunately, these programs tend to be intermittent, without structure, and deliver mixed results at best and temporary results more often.
There's a better way. In fact, there are three ways. You can redesign processes to be more streamlined and effective, apply technology to automate manual activities and develop analytics to work smarter.
Because there is no sense in automating inefficient processes, the first method of business process redesign is a precursor to the other two.
And when performing process redesign with clients we always discover two things — activities that can be done in less time and activities that can be eliminated. The later delivers an immediate and sustained time savings.
The best tool for this job is Agile Value Stream Mapping because it quickly identifies idle periods which extend process durations, measures process tasks by value or non-value, and is well suited to eliminating non-value-added steps and activities.
The second method is technology automation. The top technologies to improve labor efficiency are CRM software, collaboration apps, content management systems and sales enablement tools. Our experience shows that many times sellers would benefit from using more of the technologies they have before acquiring new technologies.
The third method is performance analytics. The right analytics show staff how their time can be applied to better impact the most important revenue performance measures. They show reps what they should start doing, stop doing and do differently.
Salesperson analytics are best displayed in role-based CRM dashboards that prioritize tasks and deliver focused metrics. When correctly designed, they prioritize actions based on what's most important at any point in time. That saves time and improves both efficiency and effectiveness.
Improving Sales Performance is our Business
Helping clients implement a sales productivity platform is a Johnny Grow core competency.
We are experts in sales operations consulting, process design methods such as Agile Value Stream mapping and CRM technologies such as Salesforce. We have a portfolio of performance dashboards and analytics.
Our prescriptive methods, best practices and acceleration tools bring proven techniques to achieve significant and sustained improvements to staff effectiveness.
Our purpose-built analytics bring visibility and predictability to progress and forecasted results.
And to de-risk our programs, we round out our services with program management, organizational change management and governance.
Sales Effectiveness Consulting Starts Here
If you are looking for a sales team accelerator, we have some options.
Visit the Sales Operations Best Practices Hub for expert insights, research findings and helpful technologies.
Or for professional help, schedule an introductory call with a sales operations consultant using the schedule below.