{"id":4303,"date":"2016-03-04T16:54:00","date_gmt":"2023-10-18T16:54:45","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=4303"},"modified":"2023-10-18T17:35:59","modified_gmt":"2023-10-18T17:35:59","slug":"plan-max-sales-productivity","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/plan-max-sales-productivity\/","title":{"rendered":"Plan Your Week For Maximum Sales Productivity"},"content":{"rendered":"\n<p><img decoding=\"async\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/SalesProductivity.jpg?strip=all&#038;quality=95\"><\/img><\/p>\n<p>In some shops, when staff can\u2019t come to the counter there might be a little bell which customers coming through the door can ring for service. If you ring the bell and no one comes, though, you\u2019re almost bound to get impatient, doubtful of the company\u2019s effectiveness and possibly inclined to leave.<\/p>\n<p>Something very similar happens in a lot of small and medium-sized businesses when it comes to sales leads, particularly in the B2B space. Even when customers download an asset like a white paper, click on a call to action in an e-mail message or actually pick up the phone and leave a voice mail, companies aren\u2019t always quick to respond. According to <a href=\"http:\/\/www.leadresponsemanagement.org\/lrm_study\" target=\"_blank\" adhocenable=\"false\" rel=\"noopener\">research data from LeadResponseManagement.org<\/a>, for example, companies are 100 times less like to get a customer or prospect on the phone if they wait as little as half an hour to respond to a lead.<\/p>\n<p><b>An Age-Old Problem<\/b><\/p>\n<p>These sorts of issues were first cited five years ago by the <i>Harvard Business Review<\/i>, in an article titled <a href=\"https:\/\/hbr.org\/2011\/03\/the-short-life-of-online-sales-leads\" target=\"_blank\" adhocenable=\"false\" rel=\"noopener\">The Short Life Of Online Sales Leads<\/a>. In a survey of more than 2,200 firms, more than a quarter took longer than a day to follow up on potential opportunities, and nearly as many didn\u2019t respond at all. As shocking as that might be, it\u2019s important to consider a few major things which have changed since then that could make slow follow-ups even more dire:<\/p>\n<ul>\n<li><i>Technology is no longer an excuse:<\/i> It might have been difficult for organizations to integrate <a href=\"https:\/\/www.salesforce.com\/ca\/crm\/\" target=\"_blank\" adhocenable=\"false\" rel=\"noopener\">CRM into their lead management process<\/a> with distributed teams. Today, however, CRM is cloud-based and therefore accessible to anyone, anywhere. Following up and moving opportunities to the pipelines has arguably never been easier.<\/li>\n<li><i>Online is not the only place leads start:<\/i> while many companies continue to post lead gen assets on their web sites, customers and prospects may first turn into a lead via social media channels, a smartphone app or via chat conversations. This is in addition to analogue lead generation that continues to happen through call centres or even direct mail. Responsiveness is not only vital, it\u2019s vital across all touch points.<\/li>\n<li><i>Slow responsiveness could reverse the blowfish effect<\/i>: With the right technology and the right strategy, <a href=\"https:\/\/www.salesforce.com\/ca\/blog\/2015\/11\/the-blowfish-effect.html\" target=\"_blank\" adhocenable=\"false\" rel=\"noopener\">SMBs can potentially look (and compete) as though they were a large enterprise<\/a>. If leads aren\u2019t nurtured, however, that\u2019s exactly what won\u2019t happen.<\/li>\n<\/ul>\n<p><b>Set Your Clock By These Numbers<\/b><\/p>\n<p>Of course, the best way to ensure opportunities don\u2019t fall through the cracks is to have some methodologies that make sure sales teams are well-organized and proactive in nurturing leads. This includes tying marketing and sales efforts together, of course, but it\u2019s also worth looking at data that provides some guidelines on making contact with customers and prospects. Recently, for example, <a href=\"http:\/\/research.insidesales.com\/acton\/attachment\/1207\/f-0433\/1\/-\/-\/-\/-\/LRM-info-graphic-poster-16-5x21-5.pdf?a=blg001\" target=\"_blank\" adhocenable=\"false\" rel=\"noopener\">a study lead by a visiting research fellow at MIT<\/a> looked at three year\u2019s worth of data on lead response management to offer some of the following findings:<\/p>\n<p><i>Wednesdays And Thursdays Work Best:<\/i> Based on contacts from first dials, these were the times in the week where customers and prospects were most likely to pick up.<\/p>\n<p><i>3:00-5:00 PM Are The Ideal Hours:<\/i> Starting in mid-afternoon is good, but trying to reach out right as people are finishing up those last e-mails are your best bet of all.<\/p>\n<p><i>Make It More Than A Handful Of Tries:<\/i> The chance of getting someone on the other end of the line rose to 90% for those who go for as many as six attempts.<\/p>\n<p><b>Get In A Lead Response Groove<\/b><\/p>\n<p>Of course, leads and opportunities will often emerge without warning and SMBs simply have to jump on them when they do. If sales teams want to use these findings to think about how they spend their time, however, they could consider allocating their priorities in a way that might look something like this:<\/p>\n<p><i>Mondays:<\/i> Team meetings to discuss recent wins, missed opportunities or deals that might still hold promise. Use analytics tools to see what worked, what didn\u2019t and what could be optimized. Study what\u2019s in the CRM and where more attention should be paid.<\/p>\n<p><i>Tuesdays:<\/i> Prospecting and increasing business within existing accounts using CRM, marketing automation and even social selling to drive awareness, provide education and move deals through the funnel.<\/p>\n<p><i>Wednesdays-Thursdays<\/i>: Look at opportunities that haven\u2019t gotten followup (or that need more followup) and plan your pitch for those end-of-day calls<\/p>\n<p><i>Fridays:<\/i> Appointment-setting, industry outreach, administration and CRM updates<\/p>\n<p>Even if it\u2019s not realistic to stick to a schedule like this every week, it might be worth going through a similar exercise to determine how to align all the things on the average sales pro\u2019s plate with the most important task of all \u2013 turning leads into actual revenue.<\/p>\n<p>For more sales productivity ideas, check out Salesforce\u2019s free eBook:<\/p>\n<p><a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/ca\/form\/pdf\/sales\/5-things-productive-salespeople-do.jsp?d=70130000002I9Yx&amp;nc=70130000002I9Z2\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/520Secrets20Of20Productive20Salespeople.png?strip=all&#038;quality=95\"><\/img><\/a><\/p>\n<p> <span id=\"authorRoot\" path=\"\/content\/blogs\/ca\/en\/authors\/\"><\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"<p>In a lot of small and medium-sized businesses when it comes to sales leads, particularly in the B2B, when customers download an asset like a white paper, click on a call to action in an e-mail message or actually pick up the phone and leave a voice mail, companies aren\u2019t always quick to respond.<\/p>\n","protected":false},"author":1,"featured_media":4302,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[68],"sf_content_type":[],"coauthors":[2],"class_list":["post-4303","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales-cloud"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Plan Your Week For Maximum Sales Productivity - Salesforce<\/title>\n<meta name=\"description\" content=\"In a lot of small and medium-sized businesses when it comes to sales leads, particularly in the B2B, when customers download an asset like a white paper, click on a call to action in an e-mail 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