Strategies to increase sales productivity will help your brand maximize the time spent on the most essential sales activities. You can do this while also minimizing the resources necessary for closing more deals.
How can your brand leverage efficiency and effectiveness to increase sales? Let's look at the top strategies you can use to increase sales productivity for your luxury brand.
While spending time prospecting and qualifying leads are the best two strategies for boosting sales, there are several ways to incorporate these with other strategic methods to increase sales productivity.
Many are based on old-school, grassroots sales methods with a digital integration component. Let's review what these strategies are and how to implement them.
Not every consumer is your ideal customer. That might seem counter-intuitive, but not every brand is a good fit for a customer and vice versa.
The more you know about your ideal customers, the easier it is to tell where you should spend sales productivity resources. So, how do you reach your customers?
Understanding what drives consumer buying decisions can help you determine whether to target that audience segment and how to reach them. Focus on the customer personas that create the most value for your brand.
For example, if you sell high-end, luxury eyewear with prescription lenses, your ideal customer isn't going to be someone with 20/20 vision. Sales strategies should focus on targeting customers who need (or want) your product.
You can work with affiliates to source external links back to your site, pay for ad space on the websites of eye doctors, or use retargeting ads to reach customers who have recently searched for designer eyewear.
Investing in efficient and effective training and onboarding will pay off in the long run in terms of sales productivity. Sales training should continue throughout the careers of sales professionals, especially if your brand updates its product offerings regularly.
If a training session makes a rep even 1% more productive, it equates to hundreds of hours of extra work from that associate each year.
Could you imagine what it would mean for your brand's sales productivity to increase by 1% across your entire organization? That is hundreds of hours of extra work per employee.
A good onboarding strategy is the first step to developing strong sales teams. Paired with ongoing training, periodic performance reviews, and retraining for skills deficits, your strategy will ensure sales productivity company-wide for both direct sales agents and online sales representatives.
By improving your teams' sales skills, you help them convert more and close high-value sales faster, and by definition, your sales productivity will increase.
On average, sales reps spend 80% of their time selling and the rest on admin tasks. By automating every step of the sales process, your sales teams are more productive. Improve close times and increase sales by integrating an automated CRM, like Salesforce.
Benefits of automating your CRM include:
This point system for gauging lead quality can help you identify the ideal moment to follow up with each lead. Use a marketing automation platform to set up lead scoring to track when leads open messages or engage with communications from reps.
Set up notifications for when prospects reach specific scoring thresholds and make sure that sales reps follow up with leads in a timely manner.
Do you have automated systems to reach out to customers who left carts abandoned on your site? When does a marketing-qualified lead become a sales-qualified lead? What leads are most likely to convert to sales?
Knowing these answers will help improve conversion rates, and automating manual lead-scoring processes is an excellent way to free up time, so your reps can spend less time on prospects and more time closing them.
You've probably heard the adage that content is king. When it comes to ecommerce businesses, content is the only way to reach your customers. You should publish content across multiple channels to ensure you reach your target audience where they spend their time online. That includes (but is not limited to):
You should also create content for print ads, newspapers, magazines, and large-scale print ads like billboards. The goal is to reach your target audience using multiple channels for maximum brand exposure.
With sales metrics, managers can develop strategies for individual reps, entire teams, and even certain products and bundles. You and your teams can recognize jobs well done and even offer incentive programs to encourage staff to reach specific sales goals.
However, you cannot develop a successful sales strategy if you do not know your company's sales key performance indicators (KPIs). These let you know the top performers, areas that need improvement, and other crucial metrics.
According to the author of Develop Good Habits and productivity expert Steve Scott, “…being unclear about goals and not understanding your metrics may have you working hard. But not working effectively.”
Also, tracking key metrics will identify weak links in your sales chain. Improve sales processes, assess whether a rep needs additional skills or product knowledge training, and find solutions for common issues so that your teams can work smarter, not harder, as they say.
Product personalization allows your customers to customize the look, design, and message of the products they purchase from your website or brick-and-mortar stores.
According to ConfigureID’s sales metrics, shoppers personalize more than 47 million products every year using their platform. Nearly all (over 98%) consumers want product personalization options when shopping. That’s why your brand should integrate premium product personalization on its sites.
Efficiency + Effectiveness = Sales Productivity.
Brands use this simple formula to develop effective sales strategies to improve conversion rates and increase sales productivity. They use them to develop better sales strategies.
Increase your brand’s sales productivity with our premium product personalization platform. Give your shoppers the customized experience they’re looking for with ConfigureID.
Shoppers worldwide add over 5 million personalized products to their carts. Request a demo and see how ConfigureID can improve your sales productivity.