Sales Management Tips to Increase Sales Team Productivity [Video]

Part of managing performance is to have a more productive sales team. In this Q&A video, we share five techniques you can use to increase sales team productivity.

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Video Script

I love that question. Part of managing sales performance is about having a more productive sales team. I’m going to provide five techniques that’ll help you drive a more productive sales team.

The first one is clearly communicating expectations. Many managers think they’re doing a great job of communication. But when we think about clear communications, we think about four elements.

1. What’s the “result” we want the salesperson to achieve?
2. What are the “behaviors” or activities tied to that result?
3. How are we going to measure success? So, what are the “metrics”?
4. What’s the “period of time” that we’re going to hold the salesperson accountable to achieve these results?

Think about those four elements and make sure you include them in every communication. Also, don’t forget to check with your salesperson …