Five ways to increase your sales productivity

In this highly competitive marketplace, it's vital to maximize productivity of your sales team and help them achieve their targets. Kick your sales into high gear with this five-point checklist.

1. Revamp your customer portal

Understanding your customer's needs, after you have identifies who you are target customers are, finding out what they have and what they want to buy are the first steps for a successful sale of your products and services.

Double you effort on enhancing your customer portal, website, community forums and blog sites. Look at ways to seek customer's feedback, provide them with fresh information in the form of white papers and articles.

2. Rank and score your Leads & Opportunity

With limited resources it is impossible to go after every lead you get. Identify whom to go after is very vital. Look at all the customer parameters and the data you have collected through your portal and front-line. Overlay external data available and then rank and stack your leads. There are algorithms we can implement in your CRM to help with your lead ranking.

3. Increase targeted campaigns

Once you have identified the who, what and why about your customers, its is time to launch on targeted campaigns. It is impossible to manually track and measure your campaigns and you are loosing time with traditional methods. Modern CRM products provide many different ways to run your campaings, leveraging your CRM's functionality to do this is key, automate the tracking and measurement of your campaigns.

4. Get your back-end team involved

During the active period of your sales cycle, provide customers with demos and product evaluation opportunities. In this world of try and buy it is very important during the trial period your potential customers are supported like current customers. The support experience they get during the trial period will have a significant influence in your customer's buying decision. Show them how you care and even involve your back-end team and engineers to address their concerns. Look at using tools like Salesforce.com's chatter to engage your back-end team efficiently and effectively.

5. Fine-tune and renew your messages

Lastly, but not the least, fine-tune your messages. Through automated tracking and measurement of your campaigns you will have soon discovered which incentives and messages are working for you. Discard the poor performing methods and increase your focus and effort on the better performing messages.