In the relentless pursuit of sales goals, companies often fall into the trap of trying to squeeze more out of their sales reps.
They pile on administrative tasks, data entry, and reporting, all in the name of efficiency. Some executives even say, "That’s what they get a base salary for!"
But here's the truth: you're barking up the wrong tree.
Salespeople are, well, selling to and for people. Their strength lies in building relationships, understanding customer needs, and closing deals. They are far more likely to work harder and be better equipped to handle the pressure put on them. In fact, many salespeople work better with a fair amount of stress. Bogging them down with administrative minutiae not only diminishes their morale but also hinders their ability to do what they enjoy.
Additionally, salespeople have a high turnover rate. Oftentimes, between 33-50% don’t make it! That’s a lot of training, time, and money down the drain.
So, What’s the Alternative? Empower Your Sales
Team
Here’s a strategy shift that will unlock hidden potential in your sales team:
Free Them From Repetitive Tasks
Sales operations and sales enablement roles exist for a reason. Take tasks like data entry, prospect research, and generating reports off their plates. Invest in a RevOps program that automates these functions and provides valuable insights to your sales team. This allows them to focus on strategic activities and building relationships, not manual labor.
Hire the Right Support
Salespeople often loathe repetitive tasks, but there are people who thrive on them! Consider hiring dedicated sales support specialists. These individuals, often at a much lower cost than experienced salespeople, can handle administrative burdens and allow you to hire fewer salespeople.
Embrace Automation
We live in an age of automation magic. Utilize marketing automation tools to streamline outreach, personalize communication, and nurture leads. Let technology handle the heavy lifting of initial contact and qualification, allowing salespeople to engage with warm leads who are ready to talk.
Think of it this way: a well-oiled engine doesn’t demand more fuel from a single cylinder; it optimizes the entire system. By automating tasks, implementing RevOps, and leveraging sales support, you’re essentially building a high-performance sales engine. Your salespeople become the driving force, not a single overworked component.
The outcome?
Happier, more productive salespeople, a smoother sales process, and ultimately, a significant boost in your bottom line. So, ditch the outdated notion of squeezing more out of your sales team and start empowering them to do what they do best: sell.
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