{"id":35046,"date":"2020-11-25T00:00:00","date_gmt":"2020-11-25T00:00:00","guid":{"rendered":"https:\/\/newrcblog.wpengine.com\/tuesday-tip-extensions\/"},"modified":"2025-04-02T00:55:00","modified_gmt":"2025-04-02T07:55:00","slug":"sales-productivity","status":"publish","type":"post","link":"\/us\/en\/blog\/sales-productivity\/","title":{"rendered":"8 sales productivity strategies to drive more sales"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">There are many learning curves you may come across as a small business owner\u2014like adapting to changes within the industry or knowing when to take the \u201ccustomer is always right\u201d approach for tricky situations.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Developing a good <\/span><span style=\"font-weight: 400;\">sales productivity <\/span><span style=\"font-weight: 400;\">strategy is one of these learning curves. If you\u2019ve not come to grips with it yet, then you\u2019re in the right place.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I\u2019ll tell you everything you need to know about<\/span><span style=\"font-weight: 400;\"> sales productivity<\/span><span style=\"font-weight: 400;\"> strategies in order to drive more sales for your business and ultimately boost the <\/span><span style=\"font-weight: 400;\">bottom line<\/span><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I will delve into my top eight <\/span><span style=\"font-weight: 400;\">sales productivity <\/span><span style=\"font-weight: 400;\">drivers, as well as productivity <\/span><span style=\"font-weight: 400;\">benchmarks, <\/span><span style=\"font-weight: 400;\">and handy <\/span><span style=\"font-weight: 400;\">sales tools<\/span><span style=\"font-weight: 400;\"> you\u2019re probably going to need along the way.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Keep reading to learn:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><a href=\"#what\"><span style=\"font-weight: 400;\">What does sales productivity look like?<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#why\"><span style=\"font-weight: 400;\">Why is sales productivity so important?<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#how\"><span style=\"font-weight: 400;\">How do you know when you\u2019re achieved sales productivity?\u00a0<\/span><\/a><\/li>\n<li><a href=\"#three\">3 sales productivity tools you&#8217;ll need<\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#eight\"><span style=\"font-weight: 400;\">The 8 main sales productivity drivers<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#five\"><span style=\"font-weight: 400;\">5 sales productivity benchmarks<\/span><\/a><\/li>\n<\/ul>\n<hr \/>\n<p class=\"p1\">Up your sales productivity game and close more deals with these free cold outreach scripts. \u260e\ufe0f<\/p>\n<div class=\"download-form-widget standart-download-form\" data-url=\"https:\/\/netstorage.ringcentral.com\/documents\/cold_calling_scripts_playbook.pdf\" data-id=\"69d4947f499cb\" id=\"69d4947f499cb\">\n\t\t<button tabindex=\"on\"  on=\"tap:69d4947f499cb.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">Start getting more leads<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<div class=\"download-form-modal-title\">Don't just prospect. Close the deal. Add these prospecting templates to your arsenal. <\/div>\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Get them now\">Get them now<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:69d4947f499cb.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\"> Enjoy!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<hr \/>\n<h2><span style=\"font-weight: 400;\"><a id=\"what\"><\/a><br \/>\nWhat does &#8220;sales productivity&#8221; look like?\u00a0<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Being productive at work is about optimizing the <\/span><span style=\"font-weight: 400;\">amount of time<\/span><span style=\"font-weight: 400;\"> you\u2019re putting into something to achieve the best result out of it (nine times out of 10, I\u2019d say this refers to profit). So, what does <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\"> look like, and how is it different?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Well, <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\"> is\u2014you guessed it\u2014exclusive to sales.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">While general productivity may apply to broader objectives, such as project management tasks or software development processes, sales productivity\u2019s sole focus is on how to be more productive to drive more sales.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A good <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\"> process is like a well-oiled machine. The main goal is for the <\/span><span style=\"font-weight: 400;\">sales rep<\/span><span style=\"font-weight: 400;\"> to meet their revenue targets. To do this, I think it\u2019s best to define clear <\/span><span style=\"font-weight: 400;\">KPIs <\/span><span style=\"font-weight: 400;\">and optimize the team\u2019s efficiency and effectiveness to achieve them.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here&#8217;s a quick chart that shows the relationship between effectiveness and efficiency.\u00a0<\/span><\/p>\n<p><a href=\"https:\/\/bitbar.com\/blog\/effective-mobile-devops-strategy-and-typical-goals\/\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"alignnone size-full wp-image-45386\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2010\/05\/efficiency-vs-effectiveness.png\" alt=\"efficiency vs effectiveness\" width=\"820\" height=\"504\" \/><\/a><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Effectiveness: This is all about how you\u2019re using your abilities to drive revenue. Think: \u201cAm I maximizing my available resources to achieve more sales?\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Efficiency: This refers to use of time. Spend time on worthy activities like call preparation and other tasks that directly impact sales.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Most people\u2014whether you&#8217;re a <\/span><span style=\"font-weight: 400;\">sales manager<\/span><span style=\"font-weight: 400;\"> or sales rep\u2014need a combination of the two in order to achieve <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\">.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\"><a id=\"why\"><\/a><br \/>\nWhy is sales productivity important?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Sales productivity <\/span><span style=\"font-weight: 400;\">is important for growing your business and <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/how-to-scale-a-business\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">stimulating growth<\/span><\/a><span style=\"font-weight: 400;\">. With a good <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\"> process in place, you\u2019re giving your business the best chance for development. In fact, 71% of C-level executives<\/span><span style=\"font-weight: 400;\">\u00a0say that <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\"> is critical for growth.<sup>1<\/sup><\/span><\/p>\n<p><span style=\"font-weight: 400;\">Tracking sales productivity can have a significant positive impact on a business because not only does it show you where you can be more efficient, it also highlights any flaws in the system, which I call \u201cproductivity killers.\u201d<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Sales inefficiencies<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">In my opinion, one of the biggest productivity killers is <em>not<\/em> noticing red flags during the<\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-process\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\"> sales process<\/span><\/a><span style=\"font-weight: 400;\">. For example, a lack of cohesiveness among leadership or decision makers. If there\u2019s a lot of arguing going on, if they can\u2019t <\/span><span style=\"font-weight: 400;\">align<\/span><span style=\"font-weight: 400;\"> and aren\u2019t on the same page on a project, then this can be highly disruptive for your deal.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For me, leadership turnover is a huge red flag. For example, if leadership is high, then it\u2019s more likely that a decision-maker, like the CTO, might quit just as I\u2019m about to get a deal over the finish line. Even if the company hires a new one (eight weeks later), they\u2019d probably have no idea who I am or what\u2019s going on with the project. So I\u2019d have to start the whole sales process over\u2014if I\u2019m lucky.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And sales productivity<\/span><span style=\"font-weight: 400;\"> doesn\u2019t just end when the sale is over either.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The biggest time suck is often <em>post<\/em>-sales stress. (This will depend on your role and how sophisticated your sales team&#8217;s organizational structure is.) <\/span><\/p>\n<p><span style=\"font-weight: 400;\">I spend anywhere from two to three hours a day on post-sale madness, such as if the implementation isn&#8217;t going well or the customer doesn&#8217;t like their advisor or project manager. Sometimes new customers (whose deal I just closed) still reach out about stuff like, \u201cHow do I set up this call routing rule?\u201d or other support-related questions that aren&#8217;t really &#8220;sales&#8221; work.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Even though this is additional work, it\u2019s all still important to consider when I&#8217;m looking at my <\/span><span style=\"font-weight: 400;\">sales productivity <\/span><span style=\"font-weight: 400;\">process\u2014and it\u2019s still important in tracking your overall efficiency and effectiveness.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\"><a id=\"how\"><\/a><br \/>\nHow do you know when you&#8217;ve achieved &#8220;sales productivity?&#8221;\u00a0<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">I wish there was a definitive answer. Truthfully, it depends on your business and your <\/span><span style=\"font-weight: 400;\">sales goals<\/span><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In simple terms, it\u2019ll be when you start ticking off your business objectives in good time.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s all about streamlining practices for maximum benefits. So, when you\u2019re minimizing waste and improving effectiveness and efficiency, that\u2019s when you have achieved <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Don\u2019t become complacent, though. There is <\/span><i><span style=\"font-weight: 400;\">always <\/span><\/i><span style=\"font-weight: 400;\">room for improvement. A good way to see where you\u2019re at, is by following the <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\"> equation. I\u2019ll explain this in the next part.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">How do you calculate sales productivity?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Naturally, when I implement new measures, I want to see how effective they are in practice. So, when I begin monitoring <\/span><span style=\"font-weight: 400;\">sales productivity <\/span><span style=\"font-weight: 400;\">of the <\/span><span style=\"font-weight: 400;\">salesforce<\/span><span style=\"font-weight: 400;\">, there\u2019s an equation that will allow me to see how well the team is doing.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It looks like this:\u00a0<\/span><\/p>\n<div class=\"tip\">Sales Productivity per Team Member = Total Team Revenue ($) for a Period \u00f7 Number of Reps on the Team in That Period<\/div>\n<p><span style=\"font-weight: 400;\">So, if the <\/span><span style=\"font-weight: 400;\">sales team<\/span><span style=\"font-weight: 400;\"> made $250,000 in revenue during the last quarter, and we had four reps on the team at the time, the team\u2019s <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\"> calculation would work out to $62,500 per <\/span><span style=\"font-weight: 400;\">team member<\/span><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I can also work out an individual&#8217;s revenue with a calculation<\/span><span style=\"font-weight: 400;\">:\u00a0<\/span><\/p>\n<div class=\"tip\">Sales Productivity per Hour = Individual Rep Revenue ($) for a Period \u00f7 Number of Hours Worked in That Period<\/div>\n<p><span style=\"font-weight: 400;\">For example, let\u2019s say the sales rep generated $30,000 in revenue during Q4. They work an average of 38 hours a week, on a salary. If there were 13 weeks in Q4, this translates into a total of 494 hours worked. We can then divide their revenue by the total number of hours, which equals $60.72 per hour.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\"><a id=\"three\"><\/a><br \/>\n3 sales productivity tools you&#8217;ll need<\/span><\/h2>\n<h3><span style=\"font-weight: 400;\">A communication platform<\/span><\/h3>\n<p><strong>My pick: RingCentral<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">RingCentral is an absolute must for anyone working in sales who needs to <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/find-best-phone-service-for-small-business\/\" target=\"_blank\" rel=\"noopener noreferrer\">make phone calls<\/a>, have <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/video-conferencing-apps\/\" target=\"_blank\" rel=\"noopener noreferrer\">video meetings<\/a>, or message their teammates or prospects. Why? Because it lets you do all three of these things in one app:<\/span><\/p>\n<div class=\"rc_custom_video\"><a class=\"rc_custom_video__link\" href=\"https:\/\/www.youtu.be\/9xaL89hYeFs\">\n\t\t            <picture><source srcset=\"https:\/\/i.ytimg.com\/vi_webp\/9xaL89hYeFs\/maxresdefault.webp\" type=\"image\/webp\"><img decoding=\"async\" class=\"rc_custom_video__media\" src=\"https:\/\/i.ytimg.com\/vi\/9xaL89hYeFs\/maxresdefault.jpg\" alt=\"\">\n\t\t            <\/picture>\n\t\t        <\/a><br \/>\n\t\t        <button class=\"rc_custom_video__button\" aria-label=\"Play video\"><svg width=\"68\" height=\"48\" viewBox=\"0 0 68 48\"><path class=\"rc_custom_video__button-shape\" d=\"M66.52,7.74c-0.78-2.93-2.49-5.41-5.42-6.19C55.79,.13,34,0,34,0S12.21,.13,6.9,1.55 C3.97,2.33,2.27,4.81,1.48,7.74C0.06,13.05,0,24,0,24s0.06,10.95,1.48,16.26c0.78,2.93,2.49,5.41,5.42,6.19 C12.21,47.87,34,48,34,48s21.79-0.13,27.1-1.55c2.93-0.78,4.64-3.26,5.42-6.19C67.94,34.95,68,24,68,24S67.94,13.05,66.52,7.74z\"><\/path><path class=\"rc_custom_video__button-icon\" d=\"M 45,24 27,14 27,34\"><\/path><\/svg><br \/>\n\t\t        <\/button>\n\t\t    <\/div>\n<p>It lets you communicate in whatever way is most convenient for your prospects and for me, it&#8217;s an absolute essential when I&#8217;m running <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-demo-best-practices\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales demos<\/a> because I can share my screen with the prospect to walk them through how to use the product, and even make annotations on-screen in real time:<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-large wp-image-43075\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/08\/Annotations-1024x598.png\" alt=\"annotating notes in a class in RingCentral Video\" width=\"1024\" height=\"598\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Not only that, the app also lets me flip a call from my computer to my phone without interrupting the conversation (perfect for those days when I have to leave my desk to drop my kids off at practice, but can&#8217;t hang up quite yet):<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-44983\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/11\/switch-devices.png\" alt=\"switch call from video to phone\" width=\"819\" height=\"488\" \/><\/p>\n<p>And it lets me switch from a voice call to a <a class=\"waffle-rich-text-link\" href=\"https:\/\/www.ringcentral.com\/video-call.html\">video call<\/a> too in case a client wants to chat face-to-face instead:<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-44978\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/11\/Call-to-Video-GIF.gif\" alt=\"flip from Call to Video\" width=\"375\" height=\"812\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Another bonus is that when I\u2019m using RingCentral, I\u2019m saving <\/span><i><span style=\"font-weight: 400;\">lots <\/span><\/i><span style=\"font-weight: 400;\">of time.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you integrate RingCentral into your CRM (like Salesforce or HubSpot), you can use features like click-to-dial and handy &#8220;screen pops,&#8221; which is when the customer account automatically pops up on the screen when they call you. (This is super helpful for me because now I\u2019m not wondering &#8220;who\u2019s this&#8221; and &#8220;why are they calling&#8221;). This alone easily saves me at least 30 seconds on every call.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Plus all the activity gets logged in the <\/span><span style=\"font-weight: 400;\">CRM <\/span><span style=\"font-weight: 400;\">automatically without you having to fill out spreadsheets or sticky notes!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Oh, and RingCentral has an <a href=\"https:\/\/www.ringcentral.com\/outbound-contact-center.html\">outbound contact center solution<\/a> too, which is great for sales managers because it allows you to track the team\u2019s sales performance when it comes to sales calls, which is crucial for hitting your numbers consistently and efficiently:<\/span><\/p>\n<p>&nbsp;<\/p>\n<div class=\"rc_custom_video\"><a class=\"rc_custom_video__link\" href=\"https:\/\/www.youtu.be\/bAaEj0aBBPA\">\n\t\t            <picture><source srcset=\"https:\/\/i.ytimg.com\/vi_webp\/bAaEj0aBBPA\/maxresdefault.webp\" type=\"image\/webp\"><img decoding=\"async\" class=\"rc_custom_video__media\" src=\"https:\/\/i.ytimg.com\/vi\/bAaEj0aBBPA\/maxresdefault.jpg\" alt=\"\">\n\t\t            <\/picture>\n\t\t        <\/a><br \/>\n\t\t        <button class=\"rc_custom_video__button\" aria-label=\"Play video\"><svg width=\"68\" height=\"48\" viewBox=\"0 0 68 48\"><path class=\"rc_custom_video__button-shape\" d=\"M66.52,7.74c-0.78-2.93-2.49-5.41-5.42-6.19C55.79,.13,34,0,34,0S12.21,.13,6.9,1.55 C3.97,2.33,2.27,4.81,1.48,7.74C0.06,13.05,0,24,0,24s0.06,10.95,1.48,16.26c0.78,2.93,2.49,5.41,5.42,6.19 C12.21,47.87,34,48,34,48s21.79-0.13,27.1-1.55c2.93-0.78,4.64-3.26,5.42-6.19C67.94,34.95,68,24,68,24S67.94,13.05,66.52,7.74z\"><\/path><path class=\"rc_custom_video__button-icon\" d=\"M 45,24 27,14 27,34\"><\/path><\/svg><br \/>\n\t\t        <\/button>\n\t\t    <\/div>\n<hr \/>\n<p class=\"p1\"><span class=\"s1\">\ud83d\udd79\ufe0f<\/span> Get a hands-on look at how RingCentral helps boost sales productivity by booking a product tour:<\/p>\n<p class=\"p1\"><button data-href=\"#leadform-popup\" class=\"js-open-popup-activator btn primary\" >Choose a time<\/button><\/p>\n<p class=\"p1\"><span class=\"s1\">\ud83d\udcb0<\/span> You can also <a href=\"http:\/\/www.ringcentral.com\/roi-calculator\" target=\"_blank\" rel=\"noopener noreferrer\"><span class=\"s2\"><b>use this calculator<\/b><\/span><\/a><b> <\/b>to see roughly how much your business could save by using RingCentral to support your team&#8217;s communication with each other\u2014and clients.<\/p>\n<hr \/>\n<h3><span style=\"font-weight: 400;\">A CRM<\/span><\/h3>\n<p><strong>My pick: Salesforce<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">Time kills all deals. That\u2019s why I use tasks in Salesforce religiously to maximize my sales productivity. It\u2019s a cloud <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/best-crm-for-small-business\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">CRM <\/span><\/a><span style=\"font-weight: 400;\">platform that\u2019s ideal for small businesses\u2014and it can also be <\/span><a href=\"https:\/\/www.ringcentral.com\/office\/features\/salesforce-integration\/overview.html\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">integrated with RingCentral!<\/span><\/a><span style=\"font-weight: 400;\">\u00a0Using Salesforce with RingCentral gives me the opportunity to manage my work seamlessly.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I use for everything from lead management to actually communicating with all these folks, thanks to the RingCentral integration, of course<\/span><span style=\"font-weight: 400;\">:<\/span><\/p>\n<p><span style=\"font-weight: 400;\"><img decoding=\"async\" class=\"alignnone size-large wp-image-44476\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/salesforce-ringcentral-integration-1024x657.png\" alt=\"salesforce ringcentral integration\" width=\"1024\" height=\"657\" \/>\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<p><span style=\"font-weight: 400;\">The AI-backed technology lets me automate certain processes in my workflow like call logging, and allows me to find the relevant data I need\u2014quickly\u2014to successfully close a sale. It\u2019s my go-to sales productivity software.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It even helps me with real-time voice transcription, which is super useful if I want to note down the important points on my end of the sales call. I can then use this information to build a relationship with the prospect, reassuring them that I remember every detail of what we last spoke about!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A few other things I can do with Salesforce because we have it integrated with RingCentral:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Schedule meetings<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">See incoming calls with its screen pop feature<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Click-to-call on any phone number and seamlessly dial<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">View performance reports<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Log calls offline and use the multi-call logging option<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">The interface is great, too. It gives me a 360-degree view of the customer\u2019s information, including a rundown of key interactions and reports. It picks out specific patterns and speech behaviors that can be used to evaluate what exactly makes a good sales call, boosting my success rate.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This gives me great flexibility with the way I work and helps to increase my sales productivity by eliminating time-consuming steps. When I can automate tasks in my daily routine, that&#8217;s huge for my sales productivity. I can then focus more time and energy on reaching out to more customers and following warm leads. Basically, it helps me sell more, in less time.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">A document \/ contract management tool<\/span><\/h3>\n<p><strong>My pick: DocuSign<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">When it comes to productivity, tools for contract management can be hugely beneficial for <\/span><span style=\"font-weight: 400;\">salespeople<\/span><span style=\"font-weight: 400;\">. The paper aspect of contracts has always been a huge pain point in sales. You lose documents, things get filed away and forgotten about&#8230; That\u2019s where DocuSign comes in. It&#8217;s sped up the sales process so much\u2014plus it minimizes our paperwork! <\/span><\/p>\n<p><span style=\"font-weight: 400;\">This electronic signature software allows me to email a document for signing quickly and easily. (There are other ones out there too, like HelloSign is another common one.) Whatever tool you use, this is an essential for pretty much any business that regularly requires signed contracts and other agreements:<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-large wp-image-43647\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/09\/docusign-sales-management-tool-1024x565.png\" alt=\"docusign sales management tool\" width=\"1024\" height=\"565\" \/><\/p>\n<p><span style=\"font-weight: 400;\">For me, DocuSign is just an easy-to-use, simple eSignature platform that lets me receive signed documents more quickly\u2014and they\u2019re sent in a much more secure way as DocuSign meets global security standards.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Another thing I like about DocuSign compared to other eSignature platforms? It can be integrated with so many other applications, like Salesforce!<\/span><\/p>\n<h2><span style=\"font-weight: 400;\"><a id=\"eight\"><\/a><br \/>\nThe 8 main sales productivity drivers\u00a0<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">I want to take a look at the main sales productivity drivers that can seriously increase your sales. There are eight main ways to do this.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Sales enablement<\/span><span style=\"font-weight: 400;\"> techniques<\/span><\/h3>\n<h4><span style=\"font-weight: 400;\">1. Encourage collaboration to <\/span><span style=\"font-weight: 400;\">increase sales productivity<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">Collaboration is key. Even when you\u2019re running a small or medium-sized business. Don\u2019t presume that everyone is working together just because you&#8217;ve got a smaller team of <\/span><span style=\"font-weight: 400;\">salespeople<\/span><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Sometimes there\u2019s a tendency to take on independent tasks and liaise less with colleagues, particularly when undertaking<\/span><a href=\"https:\/\/www.ringcentral.com\/work-from-home.html\"><span style=\"font-weight: 400;\"> remote work<\/span><\/a><span style=\"font-weight: 400;\">. So, ensure the team is equipped with all the right productivity tools (I\u2019ll list my favorites later in this post) and encourage team work.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To be able to collaborate effectively with the team, be open to the idea of criticism and feedback. But don\u2019t take it personally. It all needs to be taken into account in order to improve the way the team works together. In the end, this can have a positive impact on <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<h4><span style=\"font-weight: 400;\">2. Communicate within your <\/span><span style=\"font-weight: 400;\">sales teams<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">I can recall countless situations in my working life when communication has been lax in a team. And it\u2019s almost always had a detrimental effect on everyone in the team. In worst case scenarios, it leads to frustration and anger\u2014and can ultimately impact the quality of work.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To <\/span><span style=\"font-weight: 400;\">increase sales productivity<\/span><span style=\"font-weight: 400;\">, check in with every one of your <\/span><span style=\"font-weight: 400;\">sales reps <\/span><span style=\"font-weight: 400;\">throughout the whole process, from <\/span><span style=\"font-weight: 400;\">prospecting<\/span><span style=\"font-weight: 400;\"> to pitching to <\/span><span style=\"font-weight: 400;\">onboarding<\/span><span style=\"font-weight: 400;\">. At each step, salespeople should be able to communicate with not only the prospect, but also their teammates if they need a little extra help. Again, having a <\/span><a href=\"https:\/\/www.ringcentral.com\/teams\/overview.html\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">team messaging<\/span><\/a><span style=\"font-weight: 400;\"> thread can make this a lot easier, especially if you have a distributed team:<\/span><\/p>\n<p><span style=\"font-weight: 400;\"><img decoding=\"async\" class=\"alignnone size-large wp-image-44662\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/03\/sales-team-using-ringcentral-app-1024x557.png\" alt=\"sales team using ringcentral app\" width=\"1024\" height=\"557\" \/>\u00a0<\/span><\/p>\n<h4><span style=\"font-weight: 400;\">3. Establish a routine in the <\/span><span style=\"font-weight: 400;\">sales process<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">One of the <\/span><span style=\"font-weight: 400;\">best<\/span> <span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\"> strategies to drive more sales is to have a routine. Daily tasks should be written down and then organized from top priority to those lower down the ladder.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, <a class=\"waffle-rich-text-link\" href=\"https:\/\/www.ringcentral.com\/free-conference-call.html\">conference calls<\/a> to catch up with my loyal, long-term clients can be placed at the top of the list, because I need to make sure our existing clients are happy, before taking on new ones! I can check in on them throughout the week, but the rest of my time can be spent liaising with new potential clients. A template for my routine may look something like:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Conference calls first half of the week with top clients<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Cold calls<\/span><span style=\"font-weight: 400;\"> on Monday<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Following warm leads on Tuesday<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Demos on Wednesday<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Calling clients on Thursday<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Networking on Friday<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">4. Embrace sales tools<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A lot of time and effort goes into <\/span><span style=\"font-weight: 400;\">administrative tasks<\/span><span style=\"font-weight: 400;\">. So I make sure that I\u2019m using <\/span><span style=\"font-weight: 400;\">sales tools <\/span><span style=\"font-weight: 400;\">with the <\/span><span style=\"font-weight: 400;\">functionality<\/span><span style=\"font-weight: 400;\"> to <\/span><span style=\"font-weight: 400;\">automate <\/span><span style=\"font-weight: 400;\">some of the more mundane processes.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">CRM <\/span><span style=\"font-weight: 400;\">platforms are the most-used <\/span><span style=\"font-weight: 400;\">sales tools<\/span><span style=\"font-weight: 400;\">. This is because they reduce tasks like <\/span><span style=\"font-weight: 400;\">data entry<\/span><span style=\"font-weight: 400;\">, freeing up <\/span><span style=\"font-weight: 400;\">sales reps<\/span><span style=\"font-weight: 400;\">. That way, the team can get back to what they do best\u2014chatting to customers, forming relationships, and selling the product\/service.<\/span><\/p>\n<h4><span style=\"font-weight: 400;\">5. Set daily goals<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">Like many others, I need a little inspiration to start the day. That\u2019s why I create daily goals.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By setting goals, not only are you motivating your team of <\/span><span style=\"font-weight: 400;\">sales professionals<\/span><span style=\"font-weight: 400;\">, but you\u2019re also working towards your overall business objectives. SMART<\/span><sup><span style=\"font-weight: 400;\">2<\/span><\/sup><span style=\"font-weight: 400;\"> goals are best, that is:<\/span><\/p>\n<p><a href=\"https:\/\/fitsmallbusiness.com\/smart-goals-examples\/\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"alignnone size-large wp-image-44538\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/03\/smart-framework-1024x453.png\" alt=\"smart framework\" width=\"1024\" height=\"453\" \/><\/a><\/p>\n<p><span style=\"font-weight: 400;\">An example of a SMART goal could be: Win five new clients by the end of the first quarter.<\/span><\/p>\n<p><b>Specific<\/b><span style=\"font-weight: 400;\"> &#8211; Win five new clients.<\/span><\/p>\n<p><b>Measurable <\/b><span style=\"font-weight: 400;\">&#8211; To win five new accounts, you need to do, say, 50 pitches, and book 25 meetings.<\/span><\/p>\n<p><b>Achievable <\/b><span style=\"font-weight: 400;\">&#8211; You\u2019re pretty new, and in your first quarter here, you closed three new deals.<\/span><\/p>\n<p><b>Relevant <\/b><span style=\"font-weight: 400;\">&#8211; The number of clients signed up each month directly corresponds to your team\u2019s and company\u2019s bottom line goals.<\/span><\/p>\n<p><b>Time-Bound<\/b><span style=\"font-weight: 400;\"> &#8211; Within the start and end of the first quarter, as performance is measured quarterly.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This gives <\/span><span style=\"font-weight: 400;\">sales reps<\/span><span style=\"font-weight: 400;\"> a great sense of achievement when they reach their goals (without overwhelming them). A win for sales productivity!<\/span><\/p>\n<h4><span style=\"font-weight: 400;\">6. Use analytics and sales metrics<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">I can\u2019t emphasize enough the importance of data, particularly when it comes to <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\">. Use sales <\/span><a href=\"https:\/\/www.ringcentral.com\/office\/features\/analytics-portal\/overview.html\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">analytics<\/span><\/a><span style=\"font-weight: 400;\"> and metrics to improve your <\/span><span style=\"font-weight: 400;\">sales strategies<\/span><span style=\"font-weight: 400;\">. Determine which <\/span><span style=\"font-weight: 400;\">metrics <\/span><span style=\"font-weight: 400;\">are most important, for example, <\/span><span style=\"font-weight: 400;\">sales cycle<\/span><span style=\"font-weight: 400;\"> length, call rate, and client <\/span><span style=\"font-weight: 400;\">conversion rate<\/span><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Then, track these weekly or monthly to get a better idea of how your team is performing. This is <\/span><span style=\"font-weight: 400;\">real-time<\/span><span style=\"font-weight: 400;\"> data from your business that should be easily accessible, and it\u2019s invaluable information.<\/span><\/p>\n<h4><span style=\"font-weight: 400;\">7. Research the leads<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">Who\u2019s in charge of <\/span><span style=\"font-weight: 400;\">lead generation<\/span><span style=\"font-weight: 400;\">\u2014is it you, or your <\/span><span style=\"font-weight: 400;\">sales reps<\/span><span style=\"font-weight: 400;\">? Either way, we need to talk about the way you\u2019re making initial contact. Are you or your<\/span><span style=\"font-weight: 400;\"> team members <\/span><span style=\"font-weight: 400;\">doing research into the lead before reaching out? If not, you should be.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Make this a standard process before approaching a sales <\/span><span style=\"font-weight: 400;\">quality lead<\/span><span style=\"font-weight: 400;\">. This will ensure you\u2019re equipped with all the right information. The lead will be impressed by your knowledge and more likely to engage in conversation. You should:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Learn about the business, who they are, where they\u2019re located, etc.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Discover their mission statement<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Research their <\/span><span style=\"font-weight: 400;\">social media<\/span><span style=\"font-weight: 400;\"> platforms<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Find out their <\/span><span style=\"font-weight: 400;\">pain points<\/span><span style=\"font-weight: 400;\">\u2014what can you offer them?<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Add this crucial step to your <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\"> strategy.<\/span><\/p>\n<h4><span style=\"font-weight: 400;\">8. Continuously train your <\/span><span style=\"font-weight: 400;\">sales reps (or ask for training!)<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">You\u2019re in the driver\u2019s seat. Don\u2019t take your foot off the pedal when it comes to training the team. Whether there are changes in the market or developments in your product or services, your team should be constantly updated with the latest information.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, I\u2019ve learned that for me, the best times for outreach are 11 a.m.\u2013noon CST. It seems to be a perfect spot, since it&#8217;s around noon on the East Coast and 9 a.m. on the West Coast. As trends change, this could also change. But what\u2019s important is that I constantly keep myself updated with such trends.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Educating your reps is a must. Not only will this keep them updated with the latest technology or new sales techniques, but they can also stay informed of the customer\u2019s changing needs.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\"><a id=\"five\"><\/a><br \/>\n5 sales productivity benchmarks\u00a0<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Let\u2019s look into the five <\/span><span style=\"font-weight: 400;\">sales productivity<\/span> <span style=\"font-weight: 400;\">benchmarks <\/span><span style=\"font-weight: 400;\">that small businesses should be using.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">1. Percentage of team hitting targets<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Checking the percentage of team members hitting their targets can tell us a few things. To start, it can tell us which <\/span><span style=\"font-weight: 400;\">sales reps<\/span><span style=\"font-weight: 400;\"> are putting effort into their accounts. It can also tell us about our <\/span><span style=\"font-weight: 400;\">sales activity<\/span><span style=\"font-weight: 400;\"> and whether our targets are attainable or not.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If 90% of the team are passing goalposts with ease, it can be a sign you need to ramp up your targets.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">2. Conversion rate<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">This will give you a solid idea of how effective your <\/span><span style=\"font-weight: 400;\">sales funnel<\/span><span style=\"font-weight: 400;\"> is. Measure the number of leads coming in, and compare it to those that actually convert into sales. There\u2019s an equation I use for this:<\/span><\/p>\n<div class=\"tip\">Lead <span style=\"font-weight: 400;\">Conversion Rate<\/span><span style=\"font-weight: 400;\"> = (Total # of New Customers \u00f7 Number of Leads) x 100 <\/span><\/div>\n<p><span style=\"font-weight: 400;\">For example, let\u2019s say you get 800 leads a month, and on average 80 of those buy your product. That means there\u2019s a 10% <\/span><span style=\"font-weight: 400;\">conversion rate<\/span><span style=\"font-weight: 400;\">. If this meets your monthly target, then excellent result! If not, why not? What processes could you do differently to ensure your <\/span><span style=\"font-weight: 400;\">conversion rate<\/span><span style=\"font-weight: 400;\"> is boosted?<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">3. Average deal size\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">For me, <\/span><span style=\"font-weight: 400;\">average sales<\/span><span style=\"font-weight: 400;\"> size is one of the most important <\/span><span style=\"font-weight: 400;\">sales productivity<\/span> <span style=\"font-weight: 400;\">benchmarks<\/span><span style=\"font-weight: 400;\">. That\u2019s because it gives you an idea of how much revenue you\u2019re generating, as well as a starting point to grow it more. It\u2019ll act as your guide as to how many deals you need to close in order to reach your monthly revenue targets. To calculate this, I use this equation:<\/span><\/p>\n<div class=\"tip\">Average Deal Size = Revenue $ of Deals Closed \u00f7 Number of Deals Closed<\/div>\n<h3><span style=\"font-weight: 400;\">4. Time spent on each stage of the pipeline to improve sales<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">I create my <\/span><span style=\"font-weight: 400;\">sales pipelines <\/span><span style=\"font-weight: 400;\">based on the <\/span><span style=\"font-weight: 400;\">sales process<\/span><span style=\"font-weight: 400;\">. In order to <\/span><span style=\"font-weight: 400;\">streamline <\/span><span style=\"font-weight: 400;\">this to perfection (or as close as I can get it), I need to monitor the time spent on each stage of the process:<\/span><\/p>\n<p><a href=\"https:\/\/www.freshworks.com\/crm\/crm\/sales\/sales-pipeline\/what-why-sales-pipeline-management-is-needed-blog\/\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"alignnone size-full wp-image-45387\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2010\/05\/sales-pipeline-process-e1606318359317.png\" alt=\"sales pipeline process\" width=\"900\" height=\"326\" \/><\/a><\/p>\n<p><span style=\"font-weight: 400;\">This will give me an insight into how I can develop sales techniques to improve <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/customer-service-costs\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">customer service<\/span><\/a><span style=\"font-weight: 400;\"> and move leads or customers from one step to the next.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">5. Follow-up success rate<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">An often missed <\/span><span style=\"font-weight: 400;\">benchmark <\/span><span style=\"font-weight: 400;\">is the <\/span><span style=\"font-weight: 400;\">follow-up<\/span><span style=\"font-weight: 400;\"> success rate. I try to schedule a follow-up call at the end of every <\/span><span style=\"font-weight: 400;\">sales meeting<\/span><span style=\"font-weight: 400;\">\u2014that way I\u2019m not chasing people down or just emailing into the ether and crossing my fingers that they\u2019ll call back.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Usually, I have three conversations with prospects:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Discovery call (scope out the project)<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Demo<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Pricing call (how much it\u2019ll run)\u2014and always ask for the sale<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">This is the biggest piece that so many reps miss out on: they don\u2019t ask for the sale.<\/span><span style=\"font-weight: 400;\">\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Bonus tip: Embrace automation and technology<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Automating manual tasks can <\/span><span style=\"font-weight: 400;\">streamline <\/span><span style=\"font-weight: 400;\">the <\/span><span style=\"font-weight: 400;\">workflow <\/span><span style=\"font-weight: 400;\">of the team. It\u2019s a bit like putting things on autopilot. I <\/span><span style=\"font-weight: 400;\">automate <\/span><span style=\"font-weight: 400;\">various steps within the<\/span><span style=\"font-weight: 400;\"> sales productivity<\/span><span style=\"font-weight: 400;\"> process. Namely, the unproductive, repetitive tasks. For example, using marketing <\/span><span style=\"font-weight: 400;\">automation <\/span><span style=\"font-weight: 400;\">to update my <\/span><span style=\"font-weight: 400;\">CRM <\/span><span style=\"font-weight: 400;\">automatically can take out <\/span><span style=\"font-weight: 400;\">data entry<\/span><span style=\"font-weight: 400;\"> steps entirely.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By embracing <\/span><span style=\"font-weight: 400;\">automation\u2014<\/span><span style=\"font-weight: 400;\">like RingCentral\u2019s integration with Salesforce\u2014and new technology, we\u2019re opening ourselves up to the possibility of improved<\/span><span style=\"font-weight: 400;\"> sales productivity <\/span><span style=\"font-weight: 400;\">and <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-strategy\/\" target=\"_blank\" rel=\"noopener noreferrer\">innovative <\/a><\/span><span style=\"font-weight: 400;\">sales strategies<\/span><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Looking forward, though there are several <\/span><span style=\"font-weight: 400;\">sales productivity<\/span><span style=\"font-weight: 400;\"> strategies that can drive sales, without embracing automation, you can still fall behind as a small business owner. So, give your <\/span><span style=\"font-weight: 400;\">sales team<\/span><span style=\"font-weight: 400;\"> the right tools for success, even if that means handing things over to an automated system.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Moving forward with sales productivity in mind<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Whether you\u2019re part of a small team or large corporation, sales productivity is key for driving sales in business. By following my eight main productivity sales drivers, you can compare your current practices to what you should be doing. You can then use my productivity benchmarks to measure how well the team is doing.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s not easy boosting productivity, but using sales productivity tools and automation will help. Embrace software like Salesforce and RingCentral because this will aid collaboration and streamline work processes.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For me, this has been a key driver in my sales productivity. And, if you\u2019re ever in doubt, consult your sales team! They\u2019re the ones using the sales tools and making the calls, so they\u2019ll be able to tell you if it\u2019s working for them.\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<hr \/>\n<p><sup><span style=\"font-weight: 400;\">1<\/span><\/sup><span style=\"font-weight: 400;\">forbes.com\/sites\/forbesinsights\/2015\/11\/05\/how-to-exceed-sales-targets\/?sh=6bfa65be3229\u00a0<\/span><\/p>\n<p><sup><span style=\"font-weight: 400;\">2<\/span><\/sup><span style=\"font-weight: 400;\">projectsmart.co.uk\/smart-goals.php\u00a0<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>There are many learning curves you may come across as a small business owner\u2014like adapting to changes within the industry or knowing when to take the \u201ccustomer is always right\u201d approach for tricky situations. Developing a good sales productivity strategy is one of these learning curves. If you\u2019ve not come to grips with it yet, &#8230;<\/p>\n","protected":false},"author":1049,"featured_media":44892,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17901,43336],"tags":[380],"class_list":["post-35046","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-leadership","category-sales","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>8 sales productivity strategies to drive more sales | RingCentral Blog<\/title>\n<meta name=\"description\" content=\"Time kills all deals. 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