sending follow-up emails, proposals, and contracts
Augmentation technology refers to tools that elevate human intelligence, allowing sales professionals to work smarter, rather than harder.
Augmentation tools can assist with:
next-step engagement recommendations
Logging activity, composing emails, and deciding who to reach out to next can be major time-sinks for sales professionals, and your time is most effectively spent talking to potential buyers.
When used correctly, sales technology can alleviate the stress of piled-up admin work and provide a roadmap for your day.
By prioritizing sales calls over admin work and maximizing time spent with clients, you will improve your overall productivity.
If your team is slow to adopt sales technology, here are some helpful tools that you can start using as an individual.
2. Look at your pipeline with new eyes
It is crucial that your pipeline accurately reflects the current state of your book of business.
This is important so you can use it to make projections about your weekly, quarterly, and yearly progress. However, you can’t do that when you’re counting on leads that have cooled or wasting time on prospects that are unlikely to close.
Are there prospects who are giving you the runaround, or who have fallen off the radar? How do you know when to follow up and when to walk away?
As a sales professional, it’s tempting to live in eternal hope that you can turn the tide on opportunities that once seemed promising but have recently fallen away, and with good reason.
People have a hard time saying no. It’s important to be able to read the subtext and deduce if what you’re getting from a prospect is actually a “no” cloaked in vague and fluffy niceties.
Of course, some prospects may simply need a little follow up to get back on track.
Write shorter emails to increase the odds of getting a response. Prepare yourself to have a personalized conversation with clients who are close to the finish line.
When it comes to those unlikely prospects, remember: A “no” is not necessarily the end of the story. If you’ve made a good connection with a prospect who is ultimately not going to buy right at this moment, it’s a good idea to keep in touch.
That prospect could move to another company later this year. Staying in touch can help them remember you as the type of consultant who is interested in their continued success.
Keeping your pipeline up to date will give you the clearest picture of how to spend your time on a day-to-day basis.
By weeding out unlikely prospects and focusing on clients who are the most likely to buy, you will improve your productivity and ensure that you’re using your time efficiently.
3. Refine your process
No matter how long you’ve been in your role, it’s important to take a step back and look at your process with fresh eyes. Even the most senior salespeople can fall into bad habits or stale techniques.
Plus, buyers are smart and can sense when a salesperson is giving a cookie cutter pitch or not listening to their specific concerns.
Selling “by rote” leaves money on the table. An open mind, a curious spirit, and a willingness to try something new enables salespeople to have more productive conversations with prospects.
One way to examine your process is by listening back to your recent sales calls. Analyze what you’re doing well and where you can improve. If you feel stuck, ask a teammate or your manager for feedback.
Think about where you want to be at the end of the quarter (or the end of the year) and work backward through your process to see where things may not be as smooth as they could be.
The goal of refining your process is to ensure that your conversations with clients are as efficient as possible. By committing to rethinking your process early in the year, you can improve your productivity all year long.
Rethink your workflow to improve productivity
A new year presents an opportunity to rethink your current strategy and try something new. Productivity is about managing your time efficiently.
Ultimately, cutting down on admin work and increasing the time you spend having meaningful conversations with buyers will help move your pipeline along. By taking an unbiased look at your average day, you can start to see where there is room for improvement.
Integrating useful sales technology, making an honest assessment of your pipeline, and revamping your process will result in a more productive workday.