Posts Tagged ‘Sales Productivity’

Top 10 Paperless Office Technologies that will Increase Your Productivity

Monday, March 3rd, 2014

Blue File Draws - photo source by by cooldesign

The concept of the paperless office has been around for decades.  Unfortunately, the available technology was never quite good enough or cost effective enough to give most businesses a good return on investment (ROI)… until Now!

The latest technology is unbelievably effective at reducing or eliminating paper in your office.  Significant employee productivity gains are exciting to see within months, not years.

In our Small Business offices, we’ve been reducing one file cabinet per year by implementing these techniques.


The Number One Secret to a Successful Sales Demo?

Thursday, July 11th, 2013


So how many times have you watched a Product Demo in a Webinar, Trade Show or in a face-to-face meeting and all you see is a Rep walking you through each feature and function on the webpage?

Then the Rep clicks on another page and does it all again. At the end of a 10 to 45-minute demo, they ask you if you have any questions.  Sound familiar?

Unfortunately, when you see this type of demo, you are watching a typical demo done by 80% of Sales Reps and Business Development Reps. Yesterday, I sat through another demo just like this.

There is a better way!



5 Tips to Increase Sales Productivity This Quarter

Wednesday, June 2nd, 2010

Many Small and Mid-sized Businesses (SMBs)  are looking for ways to Increase their Sales Productivity over the next few months.

We have always been told (and believe) that “If you do a few things well, you will be successful.”

The following 5 easy-to-implement Tips should significantly increase your sales and reduce your cost of sales.

  1. Define Goals, Metrics and Reports
    Have a team meeting and get agreement to a 90-day program. Set weekly goals, metrics and reports. If it doesn’t get measured, it doesn’t get done.
    Result: Team focus on closing sales
  2. Leverage Lead Process
    All leads need to be contacted and qualified in 24 hours or less.  Fastest response time is king these days.  I just contacted a software company and was told that it would be two days to hear back from a sales rep. I’m now talking with their competitor instead of them.
    Result: More Qualified Leads
  3. Increase Sales Calls per Week
    The average outside sales rep can make a maximum of 10 customer sales calls per week (2 per day). Three quick ways to increase sales calls:
    - Add an Inside Sales Resource
    - Add a web service like WebEx or GotoMeeting to add two extra web sales calls per week
    - Ask for referrals on every call
    Result: More Sales Calls per week
  4. Increase Skills & Knowledge
    Create weekly in-house workshops to improve closing skills, best practice sharing, meeting skills, phone skills, product knowledge, competition and industry issues. Workshops should be held during non-selling hours and run no more than 45 minutes. Implement web-based meetings if your team is geographically separated. This is one of the best suggestions in improving sales productivity.
    Result: More Deals in Forecast
  5. Improve Sales Recognition
    Most sales teams are pretty beat-up right-about-now. Reps sell more when recognized on a regular basis. Set up weekly recognition in a team phone or web meeting. A happy Sales Rep is a more productive Sales Rep!
    Result: More time selling and more sales closed.

Which Sales Productivity Tips are working for you this year?

Sales Productivity Tip: Measure Key Sales and Marketing Ratios

Saturday, April 10th, 2010

William Hewlett, Co-Founder of Hewlett-Packard often said: “What gets measured gets done.”

You can increase Sales Productivity if you focus on Tracking, Reporting and Reviewing these Metrics on a regular basis.

Five Key Sales & Marketing Metrics

  1. Closed Sales Ratio
  2. Qualified Lead Ratio
  3. Pre-Qualified Lead Ratio
  4. Marketing Response Ratio
  5. Sales Cycle Ratio

Here are the Five Key Sales and Marketing Metrics and their descriptions:

1. Close Ratio

Measures the number of Sales Orders Closed divided by the number of Total Sales Deals that were listed in a Sales Forecast.

Example: It takes 5 Qualified Leads to close 1 Sales Order. This would be a 20% Close Ratio.

2. Qualified Lead Ratio

Measures the number of Qualified Leads divided by the number of Pre-Qualified Leads in the Sales Funnel (or Sales Pipeline).

Example: It takes 10 Pre-Qualified Leads to get 4 Qualified Leads. This would be a 40% Qualified Lead Ratio.

3. Pre-Qualified Lead Ratio

Measures the number of Pre-Qualified Leads divided by the Total Suspects that responded to all marketing events.

Example: It takes 100 Suspects to get 30 Pre-Qualified Leads. This would be a 30% Pre-Qualified Lead Ratio.

4. Marketing Response Ratio

Measures the number of Suspects divided by the total number of contacts sent marketing communications documents.

Example: It takes 1000 names on list to get 20 Suspects to respond. This would be a 2% Marketing Response Rate.

5. Sales Cycle Ratio

Measures the Date a Suspect has first Contact with a company minus the Date an Sales Order is Closed/Booked by the company.

Example: It takes an average of 6 months for a new Suspect to become a New Customer (or book its first sales order). This would be a 6-month Sales Cycle.