How do you REALLY improve sales productivity?
Sales productivity - defined simply as revenue per rep - is about increasing the efficiency and effectiveness of your sales organization in a way that's scalable, measurable and repeatable.
It's arguably the most pressing challenge facing B2B companies today. In fact, 71% of C-level executives state that sales productivity is "critical" to a company's growth - more important than product excellence and branding combined.
At the same time, studies show that 2/3 of salespeople fail to reach quota every year. This is partly due to the fact that too many reps simply aren't prepared to have the types of conversations that shake today's more educated buyer's from the status quo. That's where sales enablement can help.
The majority of leading companies now have a defined sales enablement role in their organizations. Many also turn to technology to train and coach their reps more effectively, while empowering them with the content they need to engage buyers throughout the selling process.
Onboarding & Training
Training is the first step towards building a productive sales force. Effective onboarding is essential to cutting the time it takes for new reps to close their first deals. But it doesn't end there. The problem is that many companies treat sales training as a "one-time" event. To truly drive sales productivity, organizations need to create a culture of continuous learning in which reps always have access to the information they need to prepare for every buyer interaction.
What the experts are saying
"Learning activities are critical to ensure that anytime something changes in the market, reps are aware of it."
Nicolas Lihou, Xerox