When a sales rep shouts from the cubicle tops about his or her busyness, it’s time for a performance review. The busy body rep is likely mistaking movement for progress, and performance is suffering. When focused on the amount of activity rather than the quality of activity, a rep is sure to miss marks on the sales pipeline, which is driven by focus, clarity, and a flawless delivery of the right message at the right time. A tête-à-tête can realign, and the following sales enablement aids can help to give reps the tools to abandon busyness for real productivity.
Trim the Fat
Not unlike the famous Office Space scene, ask your busy rep to walk you through his or her daily activities. Chances are, two or more work hours are spent on admin. Administrative duties like preparation, data and entry can eat up an afternoon faster than you can say “loss of revenue.” CRM systems use technology and automation to organize, automate and synchronize sales with other branches like marketing, customer service, and technical support. This puts hours of focused, driven selling back on the clock.
Organize
Encourage reps to plan their days around selling, and hold them accountable. Shareable calendar and activity feeds can encourage optimized working for the whole team. And, it’s best to keep reps highly informed. Push notifications that are built into their sales platform can keep them up-to-date and on-task with their presentations. That way, it’s possible to deliver the right message at the perfect moment.
Educate
For next-level optimization, empower your reps with more information than the competitors. For starters, predictive analytics can give reps the best shot at a perfect pipeline, as it informs reps of which prospects to attend to, and how. Content sharing between the marketing and sales departments can help reps to deliver a crafted message easily and quickly.
There are scores of sales enablement tools that teach reps right action. Are you seeking an all-in-one platform?
