How to increase sales productivity in your sales team

Every market report and CEO survey published right now states the same thing: businesses need to shift to increase productivity and reduce costs.

We've been hearing that we need to do more with less, but what does that look like for a B2B sales team?

The answer is Software Automation paired with AI 

Automation and AI can help, but first, you must get the sales infrastructure right to take full advantage of them. The answer to productivity gains is simplifying your processes enabled by a single sales tool. Here's what we've been working on with our clients - 

A focus on using a single tool to drive all sales activities needed to Prospect, Sell and Close deals.

One dashboard with single-button access to everything. I'm talking about:

• Research (company and buyer) think single click to LinkedIn profiles and ChatGPT enabled AI

• Schedule and monitor tasks, make calls, send and track emails, manage meetings for multiple calendars and set up click-to-call 

• Create and embed videos, track documents, and include meeting links in sales emails
• Full visibility of email opens, including emails sent from other team members (support, sales and marketing teams)
• Instant quote production, sending and tracking, and optional payment links 

Having all this in one place is the definition of Productivity. 

How HubSpot Sales Hub Improves Productivity

Research time is halved, meetings are scheduled with no interruptions, Quotes are produced in minutes, and the daily prospecting dashboard highlights every action outstanding on every prospect.  Nothing falls through the cracks, no more Alt Shift, no swivel chair integration.

When Blackberry introduced the combination of email and phone, productivity improved dramatically. When the iPhone came along, it was game over.  

We had a Blackberry, but we now use an iPhone

We had Salesforce, but we now use Sales Hub

It's time for another change.

Move to a unified system built for B2B Sales professionals—one that they will genuinely find value in using. This sales automation tool is designed to not just assist salespeople in staying focused and motivated but also intelligently present the necessary resources precisely when they are needed for optimal performance and success. Easily view and update pipelines and review your customised reports. (Reports you can customise yourself.) More thrive, less survive!

Using HubSpot, Salespeople can research their prospects with ChatSpot. ChatSpot is another HubSpot AI feature that's available for everyone to use. ChatSpot combines the capabilities of ChatGPT with other data sources, including a HubSpot customer’s Smart CRM. This makes it possible to carry out initial research on prospects from within HubSpot, saving time and doing more tasks in one system.

Using Sales Hub, reps can email, call and follow up with customers and prospects from the dedicated prospecting workspace. This workspace conveniently presents playbooks, templates, quotes and tasks precisely when you require them throughout your sales sequence. HubSpot users can take advantage of the efficient workflow within a unified platform while being updated on the prospect's activities via the activity feed.

This is when you truly reap the rewards of automation and AI features. Sales Hub is enhanced by HubSpot's advanced AI capabilities, such as its cutting-edge AI-enabled forecasting, which utilises past sales data to predict future sales with unparalleled precision.

If your sales team is spending two-thirds of their day not selling, adding more headcount and (disconnected) tools won’t help you grow better. Discover how you can improve productivity per rep with Sales Hub in this document.

No surprises then, all these new additions, cool features and AI enhancements have been recognised with Awards - Sales Hub has knocked Salesforce off the top spot and taken out first place for Sales Technology in the 2024 G2 Software Awards!

As defined by G2:  "Sales software is leveraged by organisations to enhance their selling processes, reduce manual tasks, and better equip sales professionals. Sales software can be used to automate processes, optimise sales operations, enhance the identification and engagement of potential customers, and train and manage sales professionals." 

Couldn't have put it better myself!