Sell Smarter in Today's Everchanging Environment – Part 3: Sales Productivity

June 3, 2021

As leaders of organizations many of you are concerned with the productivity of your sales teams.  Studies say that salespeople spend just one-third of their day talking to prospects.  They spend 21 % of their day writing emails, 17% entering data, and another 17% prospecting and researching leads, 12% goes to internal meetings, and 12% on scheduled calls.  So, when are they selling?
Here are some sales productivity tips that can help your sales team be on their way on increasing sales:

  1. Spend the first hour prospecting
  • Outbound Email
  • LinkedIn
  • Cold Calls
  1. Spend more time up-front on research
  2. Qualify prospects more effectively

Follow a lead scoring technique such as BANT (Budget, Authority, Need and Timing)

  1. Carve out specific time of your day on responding to email
  2. Send more precise emails

It's simple, make sure you state the purpose of email, what will the reader get out of meeting or talking to you, and make it easy for them to schedule the time.  You can either include a calendar link or make some suggested on times you are available.

  1. Understand your ideal customer profile

Identify your best customer, will this person benefit from your product or service?  If not, move to the next lead.  Don't waste your time.

MCA Consulting Services has over 20 years' experience in sales.  We can assist you by fine tuning your sales productivity process.  Your sales team can get better in their time management skills, learn new sales techniques and much more.  Let us help you manage your sales team. Contact us for a FREE 30 Minute Consultation and learn how we can help you grow your business the modern way as well as sell smarter in today's everchanging environment.

Margherita C. Amplo
President, MCA Consulting Services, LLC.

Why MCA Consultants?
We are known for our ability to capitalize on opportunities in untapped markets. MCA is laser focused on accelerating your business.