In Business-to-Business sales, the key to improving productivity is finding ways to have more sales conversations that engage and advance prospects every day. This requires two things: sales skills and new tools that allow those skills to used more often.
Seasoned sales trainers, like Jeffrey Gitomer, offer practical tips on how Sales Reps can hone their skills and become more effective. For instance, Gitomer recently observed that unless a Rep relates to a prospect, that prospect will never engage; and prospects must engage, or they’ll never buy.
Sales productivity takes such ideas and raises the bar. It is more than just sales effectiveness (ie the success with which a rep closes sales); it is the success with which a rep can minimize the time and effort it takes them to do so.
If engaging conversations are the key to cash, productivity will improve by having more such conversations every day. New tools are emerging that eliminate the guesswork of who to call, now, and why. Ours is one such tool.
While productivity-enhancing tools can generate more conversations, unless those conversations are engaging, the conversion to cash remains elusive. The risks of missing the mark are reduced by metrics that identify, through prospect behaviours, differences between Reps in how successfully they’re getting their prospects to engage. Such metrics hold enormous potential for de-mystifying the day-to-day conversational practices that are true difference makers in sales productivity.