Thursday, February 9. 2012
Sales productivity is built on twin pillars: efficiency and effectiveness. To be a high-performing company, the sales organization requires both. The key isn’t to bring on more people to make your company grow. The key is making the ones you have more efficient and effective.
Efficient means they are discriminating in how they spend their time, less on activities such as:
- Account maintenance
Effective means they spend more time on high-value sales activities and are more effective at those activities, such as:
- Needs identification
- Solution development
- Product demos
- Proposal development
- Closing (negotiating, pricing, contracting)
A survey of 841 sales professionals at 500 companies with large sales forces (2,000 employees) showed that salespeople at high-performing companies spend 40% more time each year with their best potential customers and 30% less time on administrative tasks compared to salespeople at low-performing companies. High-performing companies demonstrated faster sales growth and better financial performance compared to industry peers. (Driving Profitable Sales Growth: 2006/2007 Report on Sales Effectiveness, Watson Wyatt Worldwide)
With any challenge comes opportunity. Microsoft Dynamics CRM is uniquely positioned to provide measurable business benefits for sales organizations.
Specifically, Microsoft Dynamics CRM
- Increase time with customers.
- Improve close rates.
- Shorten sales cycles.
- Achieve real-time insight.
Learn more about Microsoft Dynamics CRM