Everyone wants to be more productive, do more with the same number of hours in the day, and all with less effort involved. There are a million productivity hacks out there that promise to help you stay more organized and do more with your day, but what will help you succeed in sales?
Productivity is all about time management and working in the most efficient way possible. Here are a few tips to help you do your best on the job as a sales rep You can sell more while doing less thanks to these sales productivity hacks.
1. Use Internal Resources
In sales, you really shouldn’t have to figure everything out on your own. Your sales team probably has an internal resources library available for quick and easy reference. This should include everything from a sales playbook to an outbound prospecting call workflow to help reps understand the time-tested and metrics-backed best practices of the company. Save all these materials on your desktop for easy access and use them to prepare for each call you make, instead of starting from scratch each time. Reference the playbook to create the best possible elevator pitch, read the guide to asking qualifying questions, and use the workflow to plan out your calls for each week. If you use references strategically, you’ll be able to prepare for calls quickly and effectively.
2. CRM is Your Friend
Many sales reps hate CRMs like Salesforce.com because they think it’s waste of their time. However, that’s simply not true. Even though it takes time to fill out the data about your prospects and conversations each day, in the long-term, using a CRM will help improve your sales results. When you follow up on a lead you’ve already talked to, you’ll have detailed notes to work off of and be much better prepared for the call. If you didn’t use the CRM correctly, you may not be able to remember that last time you discussed a specific feature or product in detail and could start to repeat yourself. This makes you look bad, and wastes both your’s and the prospect’s time. The CRM is there to help you, not hinder you – and it can greatly increase your productivity if used correctly.
3. Use Data to Inform Your Job
All that data that you’ve been collecting in your CRM is just waiting for you to use it to improve your productivity. When is the best time to call prospects? What is your rate of success for companies of a certain size? If you don’t know your personal sales statistics, you could be missing out on a huge opportunity to improve your job performance. By analyzing your historical sales data, you can discover what opportunities are the most likely to close, and focus your attention on those prospects. For example, if you have had a higher rate of success with mid-size companies that have been in the pipeline for less than 20 days, you know how to prioritize and make the most of your selling time.
4. Track Your Prospects
There are some amazing sales tools on the market now that can help you keep track of exactly what your leads are doing. Instead of calling cold leads all day, there are tools that let you know when a prospect has opened your email, if they’ve recently changed jobs, and more. Tools like Yesware alert you when a prospect opens your emails, so you can call them while your message is on their mind. Then you can use Newsle to track when prospects have an updated LinkedIn profile, or if their company recently got a new round of funding. These tools can help you identify trigger events to help warm up cold calls, so you waste less time focused on uninterested prospects.
5. Send Emails Efficiently
How many emails do you type out daily to reach out to prospects? Your marketing department may use Marketing Automation to send out mass emails, but they don’t always have time to help the sales department automate every personal email to prospects. That’s where a tool like Mail Merge comes in. Instead of having to ask your marketing team to set up an email for you, you can send personalized emails to a large bucket of your contacts easily. Check in on all your cold leads or follow up on warm ones with their first names in each email, so it looks like you took the time to message them personally. This allows you to spend less time typing out emails and more time working leads.
6. Schedule Meetings Faster
You’ve emailed a prospect and they’re interested in setting up a meeting, which is fantastic. But now you have to email back and forth a few times to lock in their availability for a call next week. What if you could skip that whole process? Use a tool like TimeTrade to help you schedule meetings more easily. Include a link in your email signature, and prospects can click to look at your upcoming schedule to see when you have an opening next week. Then prospects can actually schedule a meeting for themselves, which will pop up automatically on your calendar. It may seem like a minor thing, but this can save you valuable time in the day, and be more convenient for prospects as well.
7. Close Deals Sooner
When you’re about ready to close a deal, you don’t want to get bogged down by paperwork. Modern sales reps shouldn’t be faxing anything, and there is a better way to exchange the necessary paperwork to close deals. Use a tool like TinderBox to auto-generate sales contracts, track whether your prospects have opened or viewed the documents, and enable electronic signatures for faster processing. It’s easy to use, so even the most tech-phobic prospect should be able to understand it. This should speed up the entire sales process, so you can close the deal days or weeks sooner than you expected.
If you want to be a more productive sales rep, it is within your power to change the way you work. Start using the right technology – like CRM, automated emails, data analysis and more – to work more efficiently and you’ll see rapid improvements in how much you can do each day.