Sales can be a tough job in the best of times. But today, extraordinary changes in the macroeconomic environment, buyer behavior, and budget cuts are forcing companies to operate with smaller teams and fewer resources.
This puts tremendous pressure on salespeople to perform well and on sales leaders to maximize their teams productivity and improve sales outcomes. As a result, many leaders are looking for ways to tighten up their processes, increase team efficacy, and improve their companys sales velocity.
More often than not, though, they dont have the visibility and insights they need to address some of the most common sales performance gaps.
Most sales processes today look like a funnel, with the majority of activities being at the top and some activities at the bottom. If a sales team is underperforming, many sales leaders have their sales team do more top-of-the-funnel activities such as calls, emails, and scheduling more meetings. While its true that top-of-the-funnel efficacy can improve bottom-of-funnel outcomes, beyond a certain volume, sales activities will generally reach a point of diminishing returns if there is too much emphasis on lead quantity over quality. So, its crucial for sales leaders to consider other areas, too.
To gain a better understanding of how sales teams perform against their process and pipeline metrics throughout the sales funnel, Outreach conducted a survey of more than 250 organizations of all sizes in the spring of 2020.
Here's what we discovered in our first Outreach Sales Productivity Index:
Consequently, our biggest takeaway from all of this is that it may make more sense for sales leaders to turn their funnels into pipes and focus on improving their team efficacy and sales velocity instead.
A few examples of some places where your company can close some of these performance gaps include:
You can also:
Not only will taking these steps help you improve your customer engagement, and your sales teams performance and sales velocity, but they will also enable your company to become a more modern sales organization.
For more information on this topic, read our How Top Sales Organizations Improve Sales Velocity report.