10 Ways to Improve Sales Efficiency

• 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.

• 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.

• 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.

• 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

• 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

• 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)

• 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

• 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.

• 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.

• 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