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Mike Lieberman, CEO and Chief Revenue ScientistMon, May 8, 2017 4 min read

5 Simple Ways to Improve Sales Efficiency

{}Sales people often waste time and resources in their day-to-day work lives. When efficiency is reduced, sales performance is reduced.

Building efficient sales practices can allow you to gain a higher ROI through reduced costs and higher performance. All businesses can do more to improve their sales, and it doesn’t have to be complicated.

Here are five easy ways to improve sales efficiency.

1. Streamline with Technology

It’s hard to achieve efficiency when your sales people have to spend a large part of their time inputting data, creating reports, and finishing other administrative duties. This takes time away from selling. Reducing time spent on administrative tasks is beneficial to your bottom line.

The right sales enablement tools cut down the time spent on data entry so the reps can use that time to sell. Technology works to simplify the administrative process.

2. Create an Awesome Sales Team

It may be time to take a step back and evaluate your current sales team. Is anyone underperforming or struggling with the current workload? If so, it may be time to add members to the team so everyone feels less overwhelmed. Adding more reps to your team will increase sales efficiently when duties are evenly distributed.

When hiring more sales people, look for reps who have excellent time management and organization skills, and ensure all reps balance each other out. For example, if your closers aren’t selling enough because they’re working on creating presentations and inputting data, consider hiring a junior sales rep or sales assistant to take care of these tasks.

A well-oiled sales team, with the right team members, will improve sales efficiency.

3. Align Sales and Marketing

Aligning sales and marketing is one of the best things you can do to increase your sales team’s efficiency. Though these two teams are often on their own islands, working alone, they have a lot more in common than you think. When they work together to share data intelligence, content, and customer questions and complaints, your sales team can sell more efficiently because it will have the right information, assets, and data.

4. Clarify the Sales Process

An effective sales process has a yin-yang approach. It can’t be overengineered to the point where it’s complicated, but it can’t be ignored, or sales reps won’t truly understand what they’re doing. A standardized process defines how to approach and work with customers to close sales. When the process is overly complex, sales reps will be unsure about how to approach customers and clients.

Provide guidance to avoid a “trial and error” process, hold regular training meetings, and repeat this to ensure positive results each time. The sales team will be happy to have clearly defined steps. The right data, preparation, training, and communication among the sales department will make all steps of the sales process clear, so sales people won’t waste time on ineffective processes.

5. Communicate

Communication is key. It’s hard to know what’s working if this doesn’t exist. Regularly ask sales reps for feedback to get an idea of areas that need improvement or what parts of the process can be abandoned completely.

Your reps know what’s wasting their time. Ask them where they’re wasting time and resources. Ask them where your processes could be improved and which tools or strategies could help them have more time to sell. No two sales organizations are alike. What increases efficiency in one company will be ineffective in another. Look to your team for answers, and implement the changes needed, whether it’s doing away with weekly meetings or adding another system in place that’s currently missing.


Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.