Sales Productivity: Achieve Sales KPIs with NetHunt CRM Effortlessly
Here is how NetHunt CRM helps you increase sales productivity.
More reps means more sales, right? Wrong!
How about maximizing your existing resources instead of wasting time and money on onboarding and training? That’s what sales productivity is all about. Even a small increase in sales performance keeps costs in check and brings in extra cash.
You can unlock these and other benefits of enhanced sales team productivity with the right tools, like NetHunt CRM. It makes your sales processes more effective and facilitates teamwork. But that’s just the tip of the iceberg.
What is sales productivity?
Sales productivity is getting the most bang for your buck. In other words, it’s about getting more deals (leads, profit, upsells, etc.) with minimum effort and resources.
Many similar terms, such as sales team efficiency, effectiveness, and performance, seem to mean the same thing as productivity. However, there are slight differences.
- Effectiveness measures successful sales activities, such as calls, proposals, or other interactions with leads.
- Efficiency shows how much work gets done within a timeframe, for example, how much time your sales reps spend updating CRM data weekly.
- Sales performance aligns the sales department's results with overall business goals, such as the average deal size or the number of monthly deals won.
Improving sales effectiveness and efficiency boosts sales productivity and performance. But even if you mix up the definitions, measuring sales productivity is critical for long-term business stability and growth.
Why increasing sales productivity matters
Improved sales productivity is good for sales reps and great for your business. It’s an ultimate win-win because you:
- Win more deals with the same team and budget. Instead of hiring more sales managers and fostering unhealthy competition, increased productivity means you gain profit without additional expenses. The goal is to equip your team with the right tools to enhance their motivation and efficiency while avoiding overwork.
- Improve business planning for predictable growth. Monthly sales activity reports should not be a roller-coaster. You can get predictable monthly deal numbers and plan for seasonal demand slumps or surges. Precise forecasting means you can stay within budget and plan for future expansion.
- Make new and experienced sales reps happier. Instead of working non-stop and being drowned by routine tasks, reps can focus on perfecting their strategies and building relationships with leads and clients. Reps get more free hours without overtime and are less likely to burn out. Besides, clear and effective onboarding helps new reps get into the swing of things faster.
These are just the obvious and direct effects of improved sales productivity. The less obvious outcomes include enhanced customer experience, brand loyalty, and increased customer lifetime value.
5 strategies to improve sales productivity with NetHunt CRM
NetHunt CRM only fails to increase sales team productivity if your reps don’t use it. But your team can reap even more benefits by implementing these five productivity-boosting strategies.
Automate routine sales tasks
The less time your team spends on routine and admin tasks, the more time they’ll spend selling and making money. With NetHunt CRM, their menial workload will go down. You can automate everything from lead capture to rep assignment, setting tasks, follow-ups, and adjusting deal status in the pipeline.
The Workflows feature is key in NetHunt CRM automation. Thanks to segmentation and flexible triggers, you can set up elaborate routines. The workflows will operate without your input indefinitely until you decide they need updates.
Align sales processes with business goals
You lose deals and money when marketing and sales departments are out of sync. Suppose marketers target one demographic while sales reps set up campaigns for another. That’s how you get unhappy customers and poor reviews. Worse still, you waste time and resources without making money.
NetHunt CRM provides a single view for both marketing and sales teams on deals in the pipeline.
So, the marketing team can see the quality of generated leads, their movement down the pipeline, and the revenue they bring. In the end, there are no contradictions between marketing and sales managers, and their combined efforts meet quarterly and yearly revenue goals.
Make informed decisions with data insights
What gets measured gets managed. And with NetHunt CRM, you can generate custom reports for every rep, folder, or pipeline and analyze the team's performance and outcomes. For example, the total sales report shows the value of the won deals, which you can sort by owner, source, customer, etc. Sales by source report identifies the most lucrative investments, while the lost reason report shows what needs improvement.
The sales productivity statistics will show which reps deserve bonuses or require extra training or support. With data-driven insights, you can adjust the pipelines, improve marketing materials, or adjust sales processes. You can even run A/B tests and compare sales performance over several periods to gauge if your changes impact the bottom line.
Train sales reps for consistent performance improvement
Use NetHunt CRM team productivity reports and pipeline metrics to identify top performers and coach the team to duplicate their results across the team. You can also use NetHunt CRM to accelerate new rep onboarding and turn them into revenue-generating assets within the first 30 to 90 days on the job. Detailed instructional materials and CRM records will help ensure the new team members can use all CRM capabilities to drive sales.
Setting sales productivity goals
Healthy competition motivates sales reps. When you set realistic goals, reps are happy to compete for the highest commissions and bonuses. And with NetHunt CRM, you can set clear goals via Pipeline and Activity reports. All you need to do is choose the reporting period and goal; NetHunt CRM dashboard widgets will do the rest.
Setting sales productivity goals is a feedback loop, so don’t treat it as a one-and-done task. The goals you set in NetHunt CRM are not mere numbers. At the end of your reporting period, take the time to measure sales productivity and analyze the results. For example, if none of your reps achieve the goal, it’s probably unrealistically high. On the other hand, if one of the reps lags far behind, they probably need extra training or support to boost their performance. You can use these insights to learn your best performers’ tricks and share them with other reps.
Conclusion
Good sales productivity makes the difference between a successful and a struggling business. Improving sales rep productivity metrics, such as revenue per rep, customer acquisition cost, and others, will bring in more money, support long-term business stability, and make your reps happier and less likely to jump ship.
NetHunt CRM will deliver these and other sales productivity benefits. Our automation tools, pipeline management, and customized reporting work wonders for setting realistic sales goals, reducing admin load, and boosting collaboration between team members. And you don’t even have to waste months training your reps to use NetHunt CRM. It’s easy to use and unlocks instant benefits.
FAQ
How to measure sales productivity?
Sales productivity is a compound term that covers multiple sales team performance metrics. The most common ones include revenue per rep (total revenue divided by the number of reps) and sales per week/month (overall number of won deals divided by the number of weeks/months).
How do you maximize sales productivity?
You can maximize sales productivity by automating routine administrative tasks or enhancing collaboration between reps and sales and marketing teams. You must also measure and track sales productivity metrics to see how your changes affect the bottom line.
What is the average sales productivity?
The average sales productivity ratio (new revenue divided by sales and marketing costs) is between 1 and 3.
How to improve sales productivity with NetHunt CRM?
NetHunt CRM can improve sales team productivity by automating most routine tasks, including rep assignments, email campaigns, scheduling, reporting, and more. Thanks to automation, sales managers can focus on revenue-generating tasks, such as calls, demos, etc.
Can NetHunt CRM track sales team performance?
NetHunt CRM tracks sales team performance through customizable reports. A sales activity report aggregates emails, calls, and demo data, as well as the number of won and lost deals and revenue. You can also monitor the current deals using pipeline visualization tools.