B2B salespeople are pressed for time. They have a limited number of hours during the workweek to reach prospects and close deals. With that kind of pressure, it’s no wonder salespeople have trouble staying on top of everything they have to do! Here are four tips to help the busy salesperson be more productive and drive more revenue:
1. Set objectives
The first step to being more productive is to know what your long-term goals are. Look at your track record. Try to answer these questions for each week, month, and quarter:
- How many sales do you generally close?
- How much revenue is earned?
- How much do you sell to existing customers versus new ones?
Knowing the answers to these questions will help you plan each goal. Try to aim slightly higher than your best week/month/quarter to motivate you to get better. Keep track of how much time you spend on each activity you do. Holding yourself accountable for how you actually spend your day will make you more aware when you’re doing activities that don’t contribute to the bottom line.
2. Plan your day, week, and month
Now that you know what you want to accomplish, plan your day, week, and month accordingly. Set aside time specifically for prospecting, selling, and other tasks and don’t allow yourself to get distracted by other tasks during those times. Did you know that sales reps are “interrupted” every 16 minutes? That’s a major productivity killer!
3. Try something new
B2B sales best practices are changing constantly as businesses and technologies get more complex. This means that you need to implement new methods, techniques, habits, and routines in order to be as effective as possible. The best motivation for a salesperson comes from being effective and feeling that they contribute value to their company. Using the right tools to do your job efficiently will help you achieve these goals. Don’t be afraid to try new technologies– it might just pay off.
4. Focus on the quality of your conversations more than quantity
You can spend all day on the phone and not make any sales if you’re not selling to the right buyers. If you’re talking to unqualified buyers or people who don’t have decision-making power, then you’re not selling.
Make sure your sales reps have accurate contact information at their fingertips by updating your B2B database with email addresses, direct dial phone numbers, titles, background information, and more. Contact us today to learn more at 866-904-9666!