Practically overnight, COVID-19 has ushered in numerous changes to sales teams and the workplace at large—from a mobile, collaborative, and group-based environment to an individualized and isolating work-from-home dynamic.
But such changes also bring opportunity. For instance, reps no longer have to devote a weekly average of five hours to travel, and research suggests that there’s ample room to boost the average sales rep’s productivity.
How can sales managers leverage this time to help their staff boost productivity? Through time management, productivity tracking, and subtle changes in workflows.
Use Time Management Tools and Techniques to Boost Revenue-Generating Sales Activity
Approximately 35% of a sales rep’s time is spent selling, according to Xant. This includes activities like customer-facing meetings, client follow-ups, and prospecting.
Meanwhile, approximately 15% of the average rep’s time is spent on administrative duties, dealing with product issues, approvals, internal policies, and paperwork. Beyond that, 11.6% is devoted to research, 8.7% is spent in internal meetings, and 6.3% on proposals and contracts.
Of course, all these tasks require attention. The problem is, they don’t generate revenue.
While most SDRs have time-tracking productivity software, only a fraction actually use it. That’s a shame, because actively managing time helps reps spend 18.9% more time selling, according to Xant. Gains were made by even those who casually applied time management philosophies.
Tips to Improve Sales Reps’ Productivity
Here are a few valuable tips for boosting productivity among sales reps:
- Create a process for client research. It’s easy to get lost researching a prospect; create a five-minute routine before making a call.
- Use cloud-based file management to keep all critical information in one place. Reps spend a lot of time finding files and content scattered across various systems.
- Group similar tasks. Create a to-do list and group like tasks together. Give yourself a dedicated window of time for each group.
- Using time-tracking software like ProofHub, Toggl, or Everhour. Learning one’s habits is the best way to understand where one has room for improvement.
Use Sales Performance Management to Tracks Sales Activities
Given the added time today’s sales reps have, one would expect more sales activity. If you usually expect a rep to have between three to four presentations, grow that to four to five.
As any manager knows, though, implementing a staff-wide change in expectations takes a little time. New processes must be set in place, roadblocks must be addressed, and all kinks ironed out.
You’ll also need a means of both monitoring that progress and closing the physical distance inherent in WFH workplaces. Sales performance management is a necessary tool to help you accomplish that goal.
When searching for an effective sales performance management tool, look for the following features:
- Provides a birds-eye view of sales performance and a more granular look at the activity of individual team members.
- Offers key integrations with frequently used tools, especially CRM.
- Allows you to set customizable goals and KPIs, helping you chart progress towards the productivity goals you set for your team.
Adapt and Learn
The rapid changes brought about by the COVID-19 pandemic will likely be talked about for a long time to come. But as with anything out of your control, your best bet is to find new and innovative means of adapting. With a little bit of effort, your team can come out of this challenging era better than ever.
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