Success is created by those who make the most out of their days, whether it be at work or in their personal lives. Being productive is the key to progressing in life and without it you may find yourself stuck in a slump that feels impossible to escape from. Boosting productivity in sales has to come from a genuine desire to perform at a higher standard, no matter the context. Whether you’re striving to beat your previous quarter’s numbers or to simply hit your quota, you need to first align your priorities.
Think of these priorities next time you’re in an unproductive rut and, if done with conviction, you will find yourself out of that rut in no time.
1. Set Goals
Every productive salesperson has goals. Your goal could be as short-term as what you’re trying to accomplish that day or as long-term as a 5-year plan. The goals you set are completely unique to yourself and don’t have to be correlated with your job position.
One of your goals may be to close enough deals to get a pay raise at the end of the quarter. With this goal in mind, gear your efforts toward the eventual satisfaction of achieving that goal.
As a manager, one of your goals may be to onboard new reps as quickly as possible to get them off the ground and selling.
When you set goals, your days won’t feel like you’re simply going through the motions. Instead, you’ll find yourself working harder and with greater conviction. Keep in mind that it is always beneficial to have goal time frames. This gives you an incentive to get it done and stop procrastinating.
For those with little experience setting goals, start small. Write down one goal each morning that you want to accomplish that day. Then accomplish it! Pretty simple right?
As you begin to accomplish these daily goals, you’ll find yourself longing to achieve greater ones. You’ll start being able to set weekly, monthly and even yearly goals. Before you know it you’ll be crossing off goals left and right.
2. Manage Your Time
Time management is one of the most important skills you can learn in sales. When you have 5 follow-up calls, 3 client visits, a quarterly meeting with your manager, and a stack of paperwork needing to be filed by 5pm you need to manage your time effectively.
When in doubt, write it out! Every productive salesperson has their day scheduled out – whether it be with a classic agenda or on their phone. If you think you can remember everything you need to do that day without recording it somehow, you’re wrong.
Each task you have that day should be paired with an allotted time frame. You’ll find yourself less stressed when you leave open time between tasks. This could account for meetings going over, driving time between clients, or even just a stop for some coffee.
Your time management should be centered around the goals you have set for that given day. If your goal is to ensure that each client you visit is left satisfied with your meeting then give yourself enough time to make that happen.
When you keep your days organized, you’ll be able to schedule more for each day. More tasks lead to better performance and a more productive mindset.
3. Leverage Sales Tools
With a multitude of tools at your disposal as a salesperson, you would be doing yourself a disservice by not using them. Sales tools can range from something as simple as a mobile calendar to keep track of client meetings to a routing application that optimizes driving time.
As a salesperson, chances are you are familiar with Customer Relationship Management in one way or another. CRM is a key component to sales-oriented businesses as your customer is your immediate facilitator of success.
Applications like Salesforce organize your business’s CRM into an easy to use interface. By leaving the organization up to the tool, you can focus on other priorities within your company.
Those in field sales know how important it is to save time whenever possible. When you’re on the road driving from one client to another, it is crucial to cut down as much driving time as possible.
Badger Maps is a routing application that helps salespeople reduce driving time, schedule more meetings, and close more deals. With tools like route optimization and reporting, Badger gives every salesperson the necessary resources to stay organized and productive.
While certain tools may work well for some, they may not work well for others. Take your time and look for the sales tools that work best for you. You’ll increase your sales productivity in no time.
4. Always Follow Up
Whether you’re heading out of a meeting with a customer or your manager, you should always follow up with a personal message. Following up shows that you’ve listened and appreciated their time.
It can be as simple as a quick 3 sentence email. Depending on the relationship, some even take it a step further and send handwritten notes. These aren’t necessary in most cases, but doing so provides a personal touch that can help you stand out.
Following up shows others that you are on top of your priorities. Although it may seem unnecessary at times, it tells those you interact with that they are a priority. This habit will lead to greater productivity and accountability.
Productivity in sales is crucial for success. Many of the habits you need to succeed are based around effectively prioritizing, staying organized, and achieving your goals. Start incorporating these simple steps into your routine and you will find yourself on the way to greater sales productivity.
About the Author: Evan Campbell is a Digital Marketing Specialist at Badger Maps, a route planner that automates territory management for outside salespeople. Badger visualizes sales data, optimizes daily routes, and generates meeting reports – helping users drive 20% less and sell 25% more on average. You can follow Evan and his team on Twitter @BadgerMaps and Linkedin.