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How the best sales leaders can drive productivity

Picture of Johanne Johanne : Oct 3, 2023 10:48:01 AM

Sales growth

How the best sales leaders can drive productivity

As one of the best sales leaders, you will want to be continually driving sales productivity. Sales reps want to perform and impress great sales leaders and here are three areas for improvement to help you stay at the top of your game.

3 Top Tips for Sales Leaders

1. Precisely targeting the right markets and sectors

Achieving sales productivity requires a thorough understanding of the target market. This entails identifying your ideal customer's specific needs, preferences, and pain points. An essential aspect is identifying and effectively communicating with your ideal customers.

For instance, our target audience consists of B2B IT Services, Professional Services companies and Manufacturing companies with a turnover ranging from $10m to $100m, headquartered in UK, Ireland, Europe, Australia and New Zealand. We have customers outside this target market, including manufacturers with a turnover of up to $30m. Still, when we market and sell, we target our ideal customer profile based on our B2B enterprise sales expertise.

By precisely addressing the target market, sales teams can tailor their approach and offerings to meet the demands of potential customers effectively. A content management system like HubSpot with features such as Content Remix supports your sales teams with localised content available on multiple channels.

This level of clarity enables sales professionals to reach the right audience and significantly enhances the likelihood of creating leads that convert into successful sales.

2. Value messages that resonate with buyers

Another key aspect of sales productivity is crafting value messages that genuinely resonate with buyers in the target market. It is not enough to communicate product features and benefits. Successful sales professionals go beyond that and convey how their offerings can solve the customer's problems and meet their agendas professionally and personally.

By understanding the unique value and articulating it compellingly, sales teams can capture the attention and interest of potential buyers, making it more likely for them to move forward in the sales process.

Crafting value messages that resonate with buyers is crucial in driving sales productivity. It requires a deep understanding of the target market's pain points, desires, and aspirations. Instead of merely listing product features, influential sales professionals focus on communicating the value their offerings bring.

To accomplish this, sales teams need to research their target audience thoroughly. They can tailor their value messages to address these concerns by identifying their specific challenges and goals. For example, if the target market consists of global enterprises, the value messages should emphasise how the product can increase revenue, reduce costs, increase efficiency, simplify operations, acquire capacity or capability, and meaningfully contribute to their success.

Moreover, seasoned sales professionals go beyond surface-level descriptions and dig deep into the emotional impact their offerings can have on customers' lives and personal agendas. By highlighting the benefits that will genuinely meet their objectives or improve their lives, sales teams can establish a connection with potential buyers. This connection creates a sense of trust and credibility, making it more likely for buyers to consider the product as a solution to their needs.

Sales must articulate the unique value proposition compellingly to capture potential buyers' attention and interest. This involves crafting messages that are clear, concise, and persuasive.

Carefully chosen words with concrete examples of how the product has positively impacted other similar customers satisfy one of the two key buying criteria- who else is using it?

In doing so, sales demonstrate the practicality and effectiveness of their offerings, further enticing buyers to take the next step in the sales process.

If LinkedIn is a critical resource, then Expandi fully automates the prospecting once the messaging is defined, further increasing productivity.

3. Sales process with straightforward buyers journeys easily enabled in the CRM

A well-defined sales playbook embedded in the CRM with clear buyers journeys further enhances sales productivity. This involves mapping out a customer's various stages, from initial awareness to making a purchase decision. Each step should have a clear set of actions and objectives, ensuring the customer is guided smoothly through the buying process.

By providing a structured framework, sales teams can streamline their efforts, identify bottlenecks, and optimise their strategies to drive better results quickly in a fully integrated CRM like HubSpot and Sales Automation like Sales Hub. Straightforward buyers journeys also enable sales professionals to nurture and follow up with leads effectively, increasing the chances of closing deals with higher forecast accuracy.