Driving Sales Productivity

We’ve found that professional sales teams rarely suffer from a lack of effort. However, the disparity between effort and positive result is quite common. So what gets in the way? Is it the marketplace? Is it the competition? Could it be because of poor processes internally? Is it because there’s ineffective training? Is it because there’s too much turnover? It’s either because some or all of the above!

We know that many companies invest in the professional development of their sales teams, but become frustrated when they don’t generate the desired results. The fact is that sales organizations are only productive when there is a convergence of effort and positive results. Real productivity in a sales process is recognizable and measurable because productive processes have specific characteristics. The most successful sales organizations are defined by the following characteristics:

1. Customer-Focused Strategy
   • That permeates the entire sales/service organizations
   
   
2. Standardized Processes
   
   
3. Competitive Differentiation/Unique Value Proposition
   
   
4. Sell Products/Services at Full Market Value
   
   
5. Accurate Forecasting
   • From a sales, revenue and profit perspective
   
   
6. Hire, Train and Integrate Salespeople
   • Who become productive in a matter of weeks rather than months
   
   
7. Keep their Best Employees
   
   
8. Retain and Cross-Sell Existing Customers
   
   
9. Improve Customer Satisfaction Levels
   
   
10. Continually Improve Sales Process/Sales Cycle Productivity
    • Measure the improvement on a regular basis

When these characteristics are integrated throughout a sales organization, a level of performance is achieved that we call the Productive Selling Zone^®. When you’re in the Zone, effort and positive results converge at every step in the sales process, improving profitability, employee satisfaction and customer retention!

Testimonial

I wanted to share the analysis based on seven weeks of data since the completion of your Sales Productivity seminar in Dayton in mid-March. The initial results show a quality versus quantity scenario. The Account Managers that attended the Boyens Group^® training are showing a larger pipeline, more dollars closed and higher average sale. Here are the actual numbers/percentages:
The Account Managers that attended your training proposed 29% more dollars ($13,017) in less than sixty days after the training than the Account Managers that didn’t attend your training.

• They sold 7% more dollars ($956 increase) during that same time frame.
• They had a 30% higher average sale (up by $241) than the Account Managers that didn’t attend your training.

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