Economic growth, as many regions are currently experiencing, brings increased revenue and sales productivity expectations. The good news is that sales improvements can be more easily achieved today through online customer education and digital / social selling.
Recent studies have shown that over 90% of business buyers are more likely to respond to online education than to a sales person. Through a sales process and team designed to leverage content marketing and social selling for awareness, qualification and development of the sale, Next Step’s clients have experienced up to 40% greater revenues per sales person.
Considerations for Sales Productivity Improvement
If your organization is not experiencing an increase in sales productivity, consider the following:
- Close rates – by leveraging marketing and digital selling for the initial stages of the sales process, the number of meetings and calls required for successful closure can be reduced by 50% with average time to close of 3 months or less.
- Sales process consistently utilized – by uniformly following a structured sales methodology, market leading companies have experienced 20-35% improvement in revenue per representative.
- Sales time – Average sales reps can spend 50 – 65% of their time on non-sales activities. How can technology, compensation, management provide additional focus and productivity by your sales team?
With the right sales team, marketing tools and management process, you can achieve improvements in sales productivity and company value.
Since 1997, Next Step’s team has maximized revenue and sales productivity through implementation of effective digital marketing and sales campaigns, enhanced sales processes, compensation, enablement, management and skill development.
If your company is not achieving sales productivity increases of 10 – 40% today, let’s talk. I am happy to share more of our best practices and explore ways that some small adjustments to your sales process can pay off quickly.