Due to increasing competition and changing customer demands, only one-third of sales reps are meeting or exceeding targets and according to a survey by Bridge Group, sales productivity is the number 1 challenge for 65% of B2B organizations.
Now let’s face it, how satisfied are you with your sales teams’ productivity? Will pushing people really help? Will assigning more product knowledge e-learning programs help? Nope, the responsibility of increasing productivity doesn’t solely lie with your team. There are a few areas that you as a Product Training Manager can focus on to improve your sales teams’ productivity. Let’s see what they are.
1. Shorten Onboarding Time
The quicker new employees adapt to their roles and start contributing, the more the revenues. But unfortunately, it takes a minimum of 2to 3 months and a lot of training dollars to get them to speed. On top of it, 87% of what they learn through rigorous training sessions is forgotten within weeks.
With effective online training courses in place, companies can reduce the ramp-up time by at least 50%. Byte-sized learning courses will further empower your sales force with just-in-time guidance, allowing them to learn about complex products quickly. This will help minimize mistakes and increase productivity.
2. Reduce Time Spent on Administrative Tasks
According to Docurated’s State of Sales Productivity 2015 study, only one-third of a sales person’s time is spent in core selling. The rest is spent on reporting and manual administrative tasks. So the more you embrace technology and automation, the more will be the productivity. But how do you ensure your sales team gets a good grip on the tools?
Proper training on sales productivity tools can help you save time that is spent on manual documentation. Simulation-based eLearning courses will assist you in familiarizing your team with the tools easily, however complex they are.
3. Ensure Marketing Collateral is Utilized Well
According to IDC survey, sales reps shared it takes them 9.5 hours a week to search for needed information from their sales kits. Sales reps typically spend hours digging through voluminous materials for information, critical time they can actually spend talking to prospects. This situation leads to information not being handy at the point of need and ultimately, not being used, despite being available.
The solution to this is, ensuring all important marketing assets are well-designed and made available online for quick access (online repository, LMS, etc.). This enables sales teams to search quickly and pick up the material they need at the point of sale. This flexibility will result in winning more customers.
4. Update Sales Kits Frequently
The ultimate objective of any sales pitch is closing the deal and sales kits play a vital role in deal closures. According to a Budget and Trends report, 70% of B2B marketers say use cases and sales kits are essential tools for generating sales. However, these sales kits will be of no great use, if they are not up-to-date. But due to their busy schedules and time needed for manual updation, sales managers often overlook this area.
This process can be eased if the materials are digitized. With rapid e-learning authoring tools such as Articulate Storyline, Lectora Insipre etc, sales kits can be published online and edited with less time and effort.
Selling is not an easy job. With constant support, training, and access to the right tools, you can super charge your sales teams. Do share if you would like to add to the list.
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