It’s a no-brainer that every sales manager wants to increase productivity. Making that wish a reality is the great challenge of sales. The truth is that there’s no magic pill, no shortcut to success. However, following these four tips and deploying a sales enablement app can help bring your goals closer to fulfillment. Sales managers should think about productivity in terms of who, how, what, and where.
Who
The easiest way to improve productivity is often the most overlooked: hire better salespeople. Some companies assume that because a candidate has past sales experience, he or she will make a strong hire. Others assume that their training program will smooth out any flaws. The truth is that finding the perfect fit for your unique message and brand is often the most important qualification. Only a careful hiring process paired with a rigorous training program will ensure that the right fit is hired and taught the necessary skills.
How
Even if a company has the best product on the market, it won’t get anywhere without a smart, effective sales force behind it. The best salespeople deploy the same tactics. They research ahead of time. They build trust. They engage with the buyer. They listen. And most of all, they have a compelling message that they know by heart and can express with conviction.
What
When it comes to sales, there is no such thing as ‘one-size-fits-all.’ If hiring is the process of finding the perfect fit, then sales is the process of making yourself into the perfect fit. No two companies are alike, so no two sales pitches should be alike. Tailoring your pitch to the buyer is a key way to differentiate your company from the pack and by deploying a sales enablement app, you can do just that. Every buyer-seller situation is unique, and the most effective salespeople not only recognize that fact, they seize on it.
Where
Where to invest? Sales length cycle, competitive win rates, the best place for marketing—figuring out these issues is essential toward maximizing your productivity. Without help, however, these questions can be tough to solve. That’s where advanced sales enablement comes into play. By using big data, sales enablement answers the big questions and, in doing so, gives your sales force a serious boost.
You can’t win every sale—but you can give yourself the best chance possible. Sales enablement solutions can help you get there.
