By Rachel Serpa
Docurated’s recent State of Sales Productivity study revealed that reps spend just ⅓ of their days actually selling, while the rest of their time is spent on administrative tasks like data entry and reporting. To help put it in perspective, that’s like hiring a taxi driver who spends just 1/3 of his time driving and the remaining 5+ hours of his workday changing tires and drawing maps. Which is just plain weird.
So how does your team spend its time, and how much more productive could they be given the right tools for the job? We’re dissecting a day in the life of a sales rep by examining just some of the tasks they complete on a consistent basis, and offering a glimpse into how much more strategic and successful they could be.
When your reps are handed a list of hundreds of leads or need to source a certain number of prospects, where do they start? While diving in head-first may seem like the mark of a go-getter, it’s definitely not the most efficient tactic, especially given that 50% of sales’ time is wasted on unproductive prospecting.
How It Could Be: Rather than simply providing a list of arbitrary names and emails, give your reps a clear starting point by scoring leads based on their likelihood to close. Despite the amount of time this could save reps, just 44% of companies report using any kind of lead scoring system – which means a major competitive advantage for businesses that are savvy enough to make this happen.
For outbound reps, having a crystal clear picture of the types of leads generating the most value for your business is key – from industry and company size to title and geography. Scientific sales platforms have the ability to quickly codify and analyze a company’s data to provide recommendations as to the exact types of leads sales teams should be reaching out to to achieve their revenue goal.
As Trish Bertuzzi put it in a recent interview, “If you’re not using a dialer, what are you doing? If your people are still touching phones, what are you even thinking about?” But even for reps using power dialers, there is still plenty of room to optimize. Unless your dialer is fully-integrated with your CRM, your reps have to jump back and forth between these two systems to research the prospect, actually make the call, log it and make notes. And with the average sales rep making 52 calls each day, those little extra tasks can add up to a lot of extra time.
How It Could Be: With an all-in-one sales platform, your reps can call, email and text from within your CRM. All communication is logged and recorded automatically for easy reference at any time. What’s more, reps can easily take notes during or after calls, all within the same user interface. Not only Go to the full article.
Source:: Business 2 Community