A Key Metric — Time to Productive

When hiring a new sales representative, the company is assuming all the risk. Armed with only a “good feeling” that they’ll be a productive contributor, the company invests time, payroll, and resources hoping the new rep will become productive sooner rather than later. Effectively deployed and automated, an excellent CRM results in a shorter ramp time and far faster time to productivity for new sales professionals in your organization.

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“When I give a new sales rep a $60K base, I see myself burning $5K every month until they start producing,” reports a sales manager echoing thousands of others.

For all the vetting, evaluating, and interviewing you can do with a sales candidate, even if they have a years-long track record, a ‘golden rolodex’ filled with thousands of contacts, and superb references, it may take several months for them to produce sales that will offset the initial investment made in salary, benefits, and other costs — if they ever do at all.

Accelerating Time to Productive

For some sales managers, their strategy to get new salespeople productive faster is pressure. “Crack the whip!” “Pound on them” “Turn up the heat”. Most of these sales managers complain bitterly about how there are no good sales candidates available anymore.

Other sales managers feel it’s their own responsibility to help their new salespeople taste success sooner, and they get far better results than the first group!

A growing subset of this second group is now doing more than just directing leads to their new salespeople and helping them close deals. They are also finding ways to enable new team members to work more efficiently, get more done more quickly, extend and expand their reach, and achieve success sooner simply because they’re working faster and better.

The Stuff Sales Are Made From

Information drives sales. The more you know about a customer, the better your chance of closing sales with them. Information informs strategy. Strategy wins.

Salespeople constantly communicate information. Whether they’re cold-calling new suspects, or emailing to their customer base, writing proposals, making presentations, just about everything a salesperson does every day involves communicating information.

The first challenge comes in obtaining the required information.

According to a McKinsey report, employees spend 1.8 hours every day — 9.3 hours per week, on average — searching and gathering information. Put another way, businesses hire 5 employees but only 4 show up to work; the fifth is off searching for answers, but not contributing any value.

IDC data shows that “the knowledge worker spends about 2.5 hours per day, or roughly 30% of the workday, searching for information….60% [of company executives] felt that time constraints and lack of understanding of how to find information were preventing their employees from finding the information they needed.”

Fortunately, the sales profession has its own dedicated automation engine for the storage and rapid retrieval of key customer information, the Customer Relationship Management (CRM) system. The biggest hurdle to overcome in any CRM system is the salesperson’s resistance to entering information about their interactions with their customers. The best way to overcome this is to automate as much data capture and collection as possible, thereby reducing the time invested and increasing the efficiency of the salesperson.

A up-to-date CRM system makes it easy for sales professionals to find the information they need when they need it, and to communicate it as efficiently and effectively as possible. So, if sales managers wants to get the most impact from their investments in greater efficiency, the best place to start is with the automated capture, collection and logging of communications with leads and contacts, regardless of the form of contact — calls, texts or emails..

Putting Greater Efficiency in the Palm of their Hands

More and more salespeople are using their mobile device for the majority of their communications. Today’s salesperson is able to benefit tremendously from software on their device that logs every call, enables them to dictate notes at the end of each call or text, makes it easy to add follow-up tasks and events, review recent tasks and interactions, and contact every lead or contact with one click. This increases efficiency in many ways by eliminating time wasted:

· making handwritten notes and then transcribing them into CRM later on.

· due to errors made during those transcriptions.

· recapping previous interactions to supplement fragmented memories of them.

· verbally recounting interactions to sales managers who can now review those interactions on their own.

· looking up customer information manually, using automated systems to find it much more rapidly.

The best solutions are those that are actually built into the dialer itself, so the sales people don’t need to toggle back and forth between apps,

For more information on automated tools that dramatically reduce your salespeoples’ time to productivity, talk to the experts at Mast Mobile.

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