In the selling profession, time is money; managing your time is absolutely paramount to hitting your sales quota. If you run the numbers, a salesperson with a million dollar quota is worth $520 an hour. For larger quotas, the hourly rates get really impressive: $2 million dollar quota = $1,040 per hour, $4 million: $2,080. You get the picture. As you can see, spending time on non-sales activities (like sitting in meetings) during prime selling hours can be very detrimental to your goals of hitting those numbers.
Unfortunately, time is a finite resource that few salespeople or sales managers optimize effectively. Why? Most managers look at a salesperson’s time from a salary-per-hour perspective, and not using sales velocity metrics (dollars generated per hour). When the true cost of your sales team's time is revealed, it is more than obvious that prioritizing how they put that time to use is imperitive. Without a framework to support best practices in time management, easy sales can become lost opportunities.
The upside? Salesforce offers a variety of methods and tools to help you manage your time more efficiently and increase your sales velocity. When it’s set up correctly and the right techniques are applied, Salesforce will allow you to focus your time on the right leads and the right opportunities at the right time. The end result: you will close more sales, more quickly, thereby increasing your sales velocity.
Ultimately, with Salesforce you can work smarter without having to work harder.
Here are ten practical ways to increase sales productivity and sell more with Salesforce today:
While these 10 methods are not the only ways to increase sales productivity and don’t fit every sales organization, they will create a solid foundation for achieving maximum productivity for organizations operating in a high volume lead and opportunity environment.
Disclaimer on the BANT qualification process mentioned in the list above: It should be noted that traditional BANT qualification and inquiry techniques tend to have limited effectiveness in today’s modern selling environment. Buyers now have a tremendous amount of information before purchasing and tend not to disclose how far along they are in the buying process.
Most studies point to the fact that buyers are about half way through the buyer journey before they initiate contact with the salesperson. For this reason you should leverage other tools and techniques to gauge a buyer’s real intent. For example, in Salesforce you can review email opens of emails you send out via Salesforce and most marketing automation systems. If you have a good marketing automation system in place you can also measure and score clicks on links in emails and visits to certain pages on your website. Should you determine that visits to the pricing page on your website signals higher buyer intent, you should prioritize these leads and opportunities accordingly in your pipeline.