Visibility that Creates Value
10 Ways to Improve Sales Efficiency
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01
Build a better sales process
- Don’t brute force it.
- Have a data driven approach to your process.
- Start by understanding your funnel.
- Always drive to the next stage or step.
- Avoid adding salespeople until you’re out of big levelers to pull.
- Make it as “plug and play” as possible.
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02
You can’t improve what you don’t measure™
- It all begins with measurement, if you’re not measuring then you’re
flying blind. - Know what works, what doesn’t, and why.
- Double down on what works, eliminate what doesn’t.
- Test everything.
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03
Understand your funnel
- Where are your leads and new accounts coming from?
- What content and messaging are they engaging with?
- Tailor your pitch accordingly.
- Find the bottlenecks and prioritize fixing those.
- Fixing a bottleneck will usually reveal the next ones
- Always work towards the next step or stage.
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04
Reports are essential
- Measurement is just the first step.
- Monitor progress and performance.
- Reports and dashboards uncover what’s working and what’s not
- Always ask why.
- Test, test, and test again
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05
Automate repetitive taks
- Spend time with your team to learn what their pain points are.
- Templatize and automate anything they’re repeating
- Remember time spent on repetitive tasks is time not spent selling
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06
Tech stack as a force multiplier
- If it’s a pain point someone’s probably built an app for it.
- Your CRM has the ability to build workflows for a reason.
- Marketing automation isn’t just for marketing.
Favorite sales workflow solutions:
- Email Productivity
- Scheduling
- Quote to Cash (QTC)
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07
Define and divide responsibility
- Salespeople naturally focus on what’s closest to close
- Prospecting and outbound inevitably suffer.
- Add a distinct SDR role when closing pipeline fills
- Consider breaking up outbound and inbound roles
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08
Coordinate your team
- Coordination is essential to a divided sales process.
- Clearly define and map your stages.
- Have established processes for how and when handoffs occur.
- Communication will be key.
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09
Be careful what you incentivize
- Quotas and commissions are extremely effective tools.
- Because they are effective motivators, be careful what you incentivize.
- Non-closing sales roles will likely need non-revenue based incentives.
- Aligning incentives across the funnel and sales process can be hard.
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10
Break down silos
- Pick a “North Star Metric.”
- Align goals across departments.
- Marketing and sales need to work hand in hand.
- Closing is only half the equation; don’t ignore retention
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