{"id":51690,"date":"2022-07-06T19:22:00","date_gmt":"2022-07-06T09:22:00","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=51690"},"modified":"2023-11-21T19:40:43","modified_gmt":"2023-11-21T08:40:43","slug":"five-simple-strategies-to-increase-sales-productivity-and-drive-revenue","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/blog\/five-simple-strategies-to-increase-sales-productivity-and-drive-revenue\/","title":{"rendered":"5 Simple Ways to Increase Sales Productivity and Increase Profit"},"content":{"rendered":"\n

At Salesforce, we define sales productivity as the result of a combination of sales efficiency<\/i> and sales effectiveness<\/i>.<\/p>\n\n\n\n

Sales efficiency<\/i> is about maximising the amount of productive time that your sales team has available in a day, eliminating low-value activities, and creating the space for high-value activities. A simple measure of increased sales efficiency is how many additional prospecting calls are being made each day.<\/p>\n\n\n\n

Sales effectiveness<\/i> is all about how those additional calls are used and what they deliver. An effective salesperson might translate 50% of those additional calls into qualified opportunities, while someone less effective may only convert 20% or less.<\/p>\n\n\n\n

So, if sales productivity<\/i> is sales efficiency<\/i> plus sales effectiveness<\/i>, then the key is integrating both effectiveness and efficiency with the right tactics to ensure maximum productivity. Some of the most impactful tactics focus on prioritisation, maximising sales engagement tools and effective automation, all through the lens of a unified system.<\/p>\n\n\n\n

Keep reading to see five strategies that are increasing profits and delivering measurable improvements in sales. And don’t forget to register for our Pro Sales Tips webinar<\/a> for even more insights into staying ahead of the hybrid sales landscape<\/p>\n\n\n\n

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Update your sales strategy:<\/h2>\n\t\t\t\t\t\t\t

Hear from experts in the Pro
Sales Tips webinar<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t

\n\t\t\t\t\tWatch now<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t
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1. Boost Sales Productivity and Revenue by Prioritising High-Impact Activities<\/h2>\n\n\n\n

Effective prioritisation is a big driver of success, but prospect prioritisation can be extremely difficult. It can be tough to identify whether a deal is of high or low value and salespeople may not have the time to sift through all the information necessary for coming to a conclusion.<\/p>\n\n\n\n

Now, new AI capabilities can guide salespeople and their managers through that process, helping highlight the opportunities that really matter. These sophisticated systems can unify customer data across a multitude of departments, gain a holistic 360-view of customers, predict which prospects are most likely to close and unpick insights that drive a company\u2019s business strategies.<\/p>\n\n\n\n

Sales Cloud Einstein<\/a> analyses CRM data and applies algorithms based on prospect conversion trends and recent engagements to automatically prioritise the most promising opportunities, as well as the deals needing the closest attention.<\/p>\n\n\n\n

The founder and CEO of Trinity Perspectives, a sales training and consulting company, says this sort of approach can be far more effective than simply throwing discounts at customers<\/a>.<\/p>\n\n\n

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Focus on the tasks your team undertakes each day, week and month, and zone in on the highest value activities, plus the most monotonous or time-consuming tasks. Then research solutions available in the market to remove the most repetitive, time-wasting tasks, freeing up the team\u2019s time and energy for higher value activities.<\/p>\nCian Mcloughlin<\/cite><\/blockquote>\nCEO, Trinity Perspectives<\/span>\n