Sales rep productivity is the sweet spot between efficiency and effectiveness and relates to achieving optimal sales and revenue with minimal spend.

The world of sales is colossal and convoluted. Every business out there is associated with a sales process that involves a lot of us holding key positions and given how technological/software advancements have stretched out over the years, this has left vast amounts of data and analytics at our disposal than we have ever had before. Despite there being dozens of different areas that are important, one area that we will be focusing on today is “Increasing Sales Rep Performance”. An Organization-wide commitment to ensure that sales representatives are equipped with everything they need to fulfill the on-the-job responsibilities that they’re entrusted with builds a successful sales team. This means that sales representatives must be empowered with guidelines, training, and content.

Sales rep productivity impacts your bottom line, so optimal productivity means optimal profits – the more effective and efficient your sales reps, the more profitable you’ll be.

We also need to take into account the factors that affect a sales performance for example efforts for self-enablement, real-time customer experience, and the Organization’s culture. These elements, when mixed, determine whether the sales representatives are professionally ready to make customer engagements. Similarly, whilst an individual seller can succeed based on talent alone, a successful sales team is only achievable with teamwork and enthusiasm. All we need is a growth mindset for our sales teams, rather than expecting each representative to become a top sales performer and save the business.