If you are under pressure to increase revenue, it can be an awful feeling.
Everything becomes very urgent and chaotic.
You are motivated, but if you don’t get tangible results in short order, your mindset and ability to take action can start to spiral.
Have you been in this position? Are you there now?
Do you feel like you have tried everything to increase sales, but you are only seeing slight growth?
Maybe you are banging your head against the wall because even when you work your butt off to fix it, you keep ending up in the same place.
Forgotten Fundamental Of Selling More
Today, I want to share a basic math equation that has a direct impact on your sales growth.
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The problem is that is most sales managers ignore it.
They contort their team into messaging acrobats and implement complex sales training and technology before solving this fundamental element of lead management.
I don’t know for sure why people overlook this secret to unlocking revenue growth.
Maybe it is so simple that you assume you have already gotten the formula right.
Maybe getting it right is harder than you thought.
It goes like this…
If your sales reps can sell X every hour they spend selling, they can sell 2X if they spend two hours selling.
I know….mind blown.
- You thought the issue was your product.
- You thought the problem was bad leads coming from marketing.
- You thought your sales team needed more sales training.
When, in fact, this is 100% on you.
You are giving your sales team a clunky process and inefficient toolset, so reps are only spending 2-3 hours a day selling.
You are not alone. Most reputable research indicates that sales reps only spend 30% of their time on sales activities and the rest of their time is spent on sales admin and CRM tasks.
When was the last time you audited your sales reps’ days?
If they are getting your current results selling 3 hours per day, what would your revenue look like if they spent 4 or 5 hours per day on selling activities?
The Key To Creating An Efficient Sales Team
But, it is not as easy as cracking the whip to get them to spend more time selling.
Lack of efficiency in your sales process is caused by an imbalance in what I call the “Sales Efficiency Formula.”
>>> Easy Processes + Time-Saving Tools + Clear Data <<<
Combining the three components of this formula gets to the heart of how your sales team works their leads - from how leads are routed, how outreach and follow-ups are tracked, and which leads get converted to opportunities.
It also makes it easier to coach your sales reps and identify friction in your sales process sooner.
Giving your sellers a lead management process built on this formula might feel like a big undertaking at first.
However, it is the deep planning you do upfront that will deliver a simple and efficient process to your sales reps. This will serve them and your company’s growth goal for 5-10 years.
Choosing to do the hard thing gives you MORE control over your results and MORE levers to work with to get results in the future.
In fact, your old instincts to change up your product or messaging OR firing your sales or marketing team will begin to feel like “hope and pray” strategies.
When you have a solid lead management foundation - built into your CRM and that your sales reps use and love – you’ll have a tremendous amount of confidence that the leads you are investing so much in to generate will turn into closed sales.
New HubSpot Sales & CRM Training
Want to get my secret sauce for turning your sales team into a hyper-efficient sales machine?
I recently led a masterclass training on my method for turning more leads into paying customers (without firing your sales team and turning your company upside down).
I’m making this replay available to people in my network for a short period of time.
If you want access to the replay video, let me know in the comments.
(A member of Pipeline Ops will PM it to you.)