There can be significant gaps between salespeople who perform well and those who sell less. Finding a solution to level up the conversion rate can have a significant ROI.
of Salespeople will fail to hit their sales target
of salespeople say the most challenging part of the sales process is prospecting
Source : Hubspot
of buyers will dismiss a salesperson on the first interaction if they don't receive tailored information
Source : Forrester
In 70% of the cases, the lack of information affects the results of a commercial exchange
Source : Demand Metric
Help Your Sales Team Come First
If you invite 100 sales experts to a round table and ask them what sales efficiency means, you will get different answers. Some would suggest it’s a way of performing tasks faster; others would pin it to revenue, while a few will stick to the accuracy and speed of completing tasks. Such varying opinions show that most companies measure efficiency in different ways.
But here at Salesdeck, we like to think of sales efficiency as an end to maximizing revenue output per rep. Or the return on investment for every dollar spent on selling and promotion.
While there are several metrics business owners prioritize for sales efficiency, 50% of those hardly move the needle in terms of revenue generation. From our experience, efficiency is achieved when the sales department is armed with the right skills and strategy to increase productivity, which in turn, leads to more sales.
A business that aims to achieve sales efficiency ought to help its sales team minimize wastage of time, money, and resources.
And the best way to do that is by leveraging the following tactics outlined below:
Train Sales Reps Effectively
Presenters fail to hook listeners from the first minutes, and that partly arises from the usage of confusing graphics, long-winded sales content, and videos that don’t relate to the listener.
When your audience tunes out from a sales meeting, it translates to wasted valuable hours that would have been invested in other sales activities. Salespeople, therefore, have to leverage the right tools to ensure customers stay glued to their smartphones during a call rather than taking numerous trips to the bathroom.
Presently, there are two ways to achieve that:
A Repeatable Sales Process
To minimize weeks and months of trial and error, sales teams must develop a process, then refine that process with feedback from every customer’s meeting. The best sales process comes from imperfect frameworks that have gone through months and years of improvement.
Once a company finds a process that brings the right number for their business, they must stick to it and teach the same to new reps rather than reinventing the wheel.
Automation with AI tools
Sales efficiency is difficult to achieve if salespeople spend most of their time on manual effort – sending emails, booking customer meetings, analyzing meeting insights, and making buying decisions. Sales teams should focus on the only task that matters – closing customers and not engaging in time-sucking activities.
This is where a sales enablement tool such as Salesdeck comes into play. But Saledeck does more than just automation; it embodies the entire sales efficiency process on its shoulder.
Here’s the process Salesdeck created to help you achieve that.
3 Steps to Remote Collaboration with SalesDeck
Currently, we’ve designed two ways sales teams can achieve sales efficiency leveraging Salesdeck. The first option is to create your sales process from scratch, while the second is to initiate a collaboration between the top and low performers in your team.
In summary, leveraging Salesdeck provides you with two options for increasing sales efficiency.
- Design a sales process from scratch
- Collaborate with top performers
Design a Sales Methodology from Scratch
Creating a sales methodology is the first step in achieving efficiency for new companies, but most processes have to undergo refinement based on customer feedback. With Salesdeck, businesses can design their sales process from scratch with a solo salesperson with vast experience in sales.
But then, because a sales expert designs a process doesn’t mean it will bring magic numbers overnight. You can leverage Salesdeck post-meeting features to analyze the outcome of every meeting with a customer – insight on objections, challenges, and questions as a yardstick for refining your sales process.
And because you’re hearing directly from the customer, you can add cards based on objections raised from previous meetings and remove those that are useless.
This is a traditional way to improve sales efficiency for companies just testing the waters, but companies with existing sales teams and proven sellers don’t have to go through such a pain-stacking process.
Hence, the second path we created.
Collaborating with Top Performers
Existing companies that already know their top and low performers can save time by modeling their deck around what the top performers in the team are already doing.
Rather than reinventing the wheel, the low performers model what’s working – how the top performers close deals via virtual meetings – handling objections, answering questions, and closing buyers in their first meeting.
This is done to tap into the practice of the best salespeople in the company. Afterall, if you model the best, in no time, you will be one of the best as well.
As you can see, maintaining sales efficiency is more straightforward with Salesdeck. It enables you to visualize your sales process on a deck, but the process can be refined meeting after meeting to help companies close bigger deals over virtual calls.
Request for a demo to see each of these features live in action.