Sales Productivity Bootcamp - G-Particle

It sounds simple as Sales productivity is measured by the rate a rep increases revenue for an organization. The revenue increase for a single rep logically can be the result of either more meetings with new leads, a higher closure ratio, or a larger deal value size.

However, it may not be so easy to achieve a significant and substantive result on the 3 factors mentioned above to improve the sales productivity as there are so many tangible and intangible aspects contributing to the success of these factors.

Marketing and sales engagement processes, the personality and qualification of each sales rep, adequate sales training, availability of CRM solutions, availability of and quality of supporting materials, quality and consistency of sales reviews and its mechanism are some of the critical factors influence the health and quality of the sales pipeline.

We all may have experienced coming back from a new prospect meeting, enjoyed our cup of coffee with them and swapped the opinion having a hot and quick closure which never happened.

Sales productivity is the number one challenge of more than 65% of B-2-B organizations

Since 2007, sales quotas have risen 33%, but the percentage of reps hitting quota has fallen by 25%

2/3 of sales reps fail to meet their target

The average sales reps spend over 50 full days away from core selling activities each year

66% of Organizations believe their sales management team is not highly effective in helping the sales team advance sales opportunities

88% of CRM users Admit entering incomplete contact information
65% of them don’t log all activities
69% of CRM users have outdated CRM data

Imagine a medium to large organizations where everything is on the neck of the sales head; he or she must improve productivity without compromising on the sales. the sales leader needs to do following in parallel to ongoing sales activities

Identify all underlying contributing factors
Catch the interest and attention of respective departments
Define a better approach
Deploy the new strategy
Involve the sales team to follow new changes
Check the result
Enhance the method based on the achieved result
Start over

Enhancement of sales productivity is not a one time job. It is an ongoing responsibility of the sales head. in most of the cases, it is barely possible to keep the focus on closures and commitments in parallel to do all those things mentioned above. Which one wins the bandwidth of the sales head? of course the month and quarter closures. That’s how productivity improvement takes the lower priority, and in the long run, the company will start losing the market share.

Data-Driven sales approach and methodology are the solutions to this challenge. This approach defines a mechanism to measure the performance of all underlying factors and inevitable processes to hold respective departments responsible for such performance.

We no longer like to rely on gut feelings and unquantifiable milestones to meet the target

G particle team with long-standing sales experience in various industries would help organizations to implement Data-Driven sales methodologies to have sustainable and measurable sales productivity growth

Know the strengths and weaknesses of your present selling style
How to qualify your leads more efficiently
How to measure sales probability in a more accurate manner
How to define your strategy map more effectively to have better closure ratio
How to develop critical behaviors used by effective salespeople in their interactions with customers
A practical, useful and flexible sales planning framework
An efficient, effective and flexible sales review framework