To capture monthly sales productivity of sales reps, sales productivity metrics is made that evaluates the best of employees and it is prepared on a day to day basis. The best way to bring out an ideal employee from your sales team is to track them. The efficiency a sales manager put in managing his sales team definitely increases sales productivity and performance of sales reps.
A person who does a specific job does it for the purpose so that it prove beneficial to him.
Like suppose, a painter is painting his own house, therefore, he does not expect money in return nor there is anyone who is keeping an eye on him as he is doing it for himself but he paints it sincerely, dedicatedly and want his work to outstand and should be appreciated by anyone who sees it.
Therefore, whenever some sales reps perform a job outside the organization, he knows that he cannot be seen and the efficient one feels that their hard-work is not been noticed so this sales productivity metrics helps in tracking sales reps performance and helps in differentiating efficient and inefficient ones.
The best way to keep your strategy on track so that your business generate more sales is to work on few of these methods:
The Response Time of Lead
A study found out that only 37% of companies responded to their leads within an hour and 16% of companies responded within one to 24 hours. The sales reps who have contacted the leads within 1 hours are more likely to have a relevant conversation than others.
If you have measured your leads perfectly and have responded them on time then the outcome will be great and generates sales productivity.
Conversion rate tries to increase sales productivity of about by 12% response rates. The conversion depends on sales and marketing. High percentage response rate signifies that through marketing you are generating good leads and the outcome will be you are bound to trigger good sales productivity. And if there is low response rate then there might be some problem in marketing which makes sales productivity poor.
Rate Of Follow-Up Contact
Does following up lead another time brings you business? In a National Sales Executive Association survey, they found out that about 48% of sales people don’t follow-up leads a second time and 10% of sales are closed on the fourth contact. And If sales reps continue to follow-up contact up to 5th to 12th then they make 80% of sales.
So, now you have known the importance of following-up of the contact up to a certain number which brings in more sales productivity.
Social Media Engagement
Social media engages a lot of people in driving brand awareness, customer service, media relationship, or retention and generates sales productivity too. The use of social media has increased a lot and therefore results in generating more leads and sales.
The sales reps who are active in social media are bound to generate leads as they have a direct correlation between clients and it generates revenue as a direct result from the channel.
Visitors who Subscribe to your website through blogs, emails, newsletters etc have also benefitted in increasing sales productivity. A question to you – Are you engaging the inundation of subscribers to your blog post or newsletters or are you making them your prominent customers by providing them interesting things?
Your subscribers play an important role in bringing you revenue. Once they subscribe to your blog or newsletter you need to retain them and provide them interesting articles and news so that they don’t unsubscribe you.
The visitors who visits your website increases your website traffic is a result that your marketing efforts have done well. It also motivates you to work harder as you know that you are being ranked on the google.
Your social media efforts, content, blogging, events, campaign and PR aim to provide you visitors on your website and that traffic convert into leads which give you sales productivity.
Also Read: How To Get Better Sales Productivity?