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Successful salespeople are constantly
looking to optimize their productivity
and improve their selling efforts.
Here are 1...
WRITE SHORTER EMAILS1
Business professionals
received an average of
85 emails per day in
2014. That’s almost 600
emails each week!
A McKinsey study concluded that we spent at
least 1/3 of our work time reading, organizing,
and replying to emails.
We are all fighting to clean up our
inboxes, so chances are a busy decision
maker – especially one you don’t have a
standi...
If you want to
improve
engagement
from your
emails, cut the
fluff and get in
the habit of
writing short,
smartphone-
sized...
Author and social media guru,
Guy Kawasaki – a person that
likely receives thousands and
sends hundreds of emails every
da...
If you are feeling bold, you could aim for even shorter. Hootsuite CEO,
Ryan Holmes subscribes to a 3 sentence philosophy....
GET SMARTER ABOUT
MANAGING EMAIL
2
Neil Patel, cofounder of KISSmetrics, recommends you ensure
you have time to respond to an email before you open it and
sp...
Zendesk CEO and founder, Mikkel
Svane, says that most emails are
not urgent and do not need an
immediate response.
"Take a...
SHORTEN YOUR MEETINGS
WITH PROSPECTS
3
Try scheduling short, 15 minute meetings with
prospects. This will help you have more productive
and effective meetings. R...
Ralph Grimse, partner at The
Brevet Group, is an advocate of
short “connect” meetings.
“I have found that sending
messages...
IMPROVE YOUR
FOLLOW-THROUGH
4
Just because you’ve
got a foot in the door,
doesn’t mean you’ve
closed the sale. Keep
up your persistence
and do everythin...
80% of sales require 5 follow-up calls after
the meeting. 44% of sales reps give up after
1 follow-up. See more mind-blowi...
INVEST MORE TIME
IN RESEARCH
5
Set aside ample time
to research your
buyer before you
reach out to them.
The most frequent
reason sales reps are
outsold ...
Avoid sending generic, mass-mail messages.
Instead, use the many research tools available to
find valuable information abo...
NOW – MAY 1ST
GET $100 OFF
OUR PROFESSIONAL
SELLING PROGRAM
Learn MoreLearn More
BETTER QUALIFY LEADS BY
LEARNING ABOUT YOUR
COMPETITORS
6
A well qualified lead will be ready to buy and will ultimately make a
purchase – either from you or from one of your compe...
BE MORE PRODUCTIVE WHEN
WORKING FROM HOME
7
Kyle Porter, Founder and
CEO of Salesloft, has three
great tips that can help you
stay focused and
productive while workin...
UPDATE AND USE YOUR
MARKETING COLLATERAL
8
Many companies have
great marketing
collateral, but their
sales reps never learned
to use it. Marketing
materials are ther...
If you don’t have or don’t like your marketing
collateral, work with your sales manager and your
marketing team to create ...
BECOME A DISCIPLINED
TIME MANAGER
9
One of the most simple and
powerful concept around
time management is Covey’s
four quadrants. Watch the
following 3 minute...
THIS VIDEO IS ONE OF 120+
LECTURES FEATURED IN OUR
PROFESSIONAL SELLING COURSE.
Learn MoreLearn More
CLEAN UP YOUR CRM10
Your CRM system is a valuable asset that can serve
you well in your selling efforts. That is unless the data
that lives th...
Share this presentation with your team.
Download the editable PowerPoint version.
Check out other free sales
resources by The Brevet Group
Learn MoreSee SlideShare
Check out other free sales
resources by The Brevet Group
Learn MoreGet eBook
Check out other free sales
resources by The Brevet Group
Learn MoreGet eBook
The Brevet Group is a sales
training and sales enablement
firm. We deliver customized
sales performance solutions that
hel...
10 Sales Tips For Improving Your Productivity
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10 Sales Tips For Improving Your Productivity

Successful salespeople are constantly looking to optimize their productivity and improve their selling efforts.

Here are 10 productivity tips that can help any sales rep or sales manager have a successful selling year.

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10 Sales Tips For Improving Your Productivity

  1. Successful salespeople are constantly looking to optimize their productivity and improve their selling efforts. Here are 10 practical tips that can help any sales rep or sales manager have a successful selling year. Enjoy and share!
  2. WRITE SHORTER EMAILS1
  3. Business professionals received an average of 85 emails per day in 2014. That’s almost 600 emails each week!
  4. A McKinsey study concluded that we spent at least 1/3 of our work time reading, organizing, and replying to emails.
  5. We are all fighting to clean up our inboxes, so chances are a busy decision maker – especially one you don’t have a standing relationship with – will skip over the short novella you emailed.
  6. If you want to improve engagement from your emails, cut the fluff and get in the habit of writing short, smartphone- sized messages.
  7. Author and social media guru, Guy Kawasaki – a person that likely receives thousands and sends hundreds of emails every day – sticks to a 5 sentence email format. “Whether UR young or old, the point is that the optimal length of an email message is five sentences. All you should do is explain who you are, what you want, why you should get it, and when you need it by.”
  8. If you are feeling bold, you could aim for even shorter. Hootsuite CEO, Ryan Holmes subscribes to a 3 sentence philosophy. Just take a look at the last part of his email signature below. “I’ve trained myself to leave out the fluff and keep only the most essential points in an email. If I absolutely have to say more, I just pick up a phone or talk in person.”
  9. GET SMARTER ABOUT MANAGING EMAIL 2
  10. Neil Patel, cofounder of KISSmetrics, recommends you ensure you have time to respond to an email before you open it and spend time reading it. "If you decided to respond later on, it will cause you to have to re-read the email, which is an inefficient use of your time.”
  11. Zendesk CEO and founder, Mikkel Svane, says that most emails are not urgent and do not need an immediate response. "Take a breath and wait a minute before jumping into the fray on group emails and non-urgent issues. You’ll find that sometimes the most powerful response is no response at all.”
  12. SHORTEN YOUR MEETINGS WITH PROSPECTS 3
  13. Try scheduling short, 15 minute meetings with prospects. This will help you have more productive and effective meetings. Read this post to learn more about how you can improve your sales results with 15 minute meetings.
  14. Ralph Grimse, partner at The Brevet Group, is an advocate of short “connect” meetings. “I have found that sending messages with the word ‘connect’ in the headline and a quick request for such a meeting incredibly successful. Between the headline and the timing, this approach is incredibly non- aggressive, non-confrontational and difficult to say no. Can you really not spare 15 minutes on the phone or in person?”
  15. IMPROVE YOUR FOLLOW-THROUGH 4
  16. Just because you’ve got a foot in the door, doesn’t mean you’ve closed the sale. Keep up your persistence and do everything you can to stay connected with the prospect post your initial meeting.
  17. 80% of sales require 5 follow-up calls after the meeting. 44% of sales reps give up after 1 follow-up. See more mind-blowing sales stats here.
  18. INVEST MORE TIME IN RESEARCH 5
  19. Set aside ample time to research your buyer before you reach out to them. The most frequent reason sales reps are outsold is that they didn’t talk to the right people, so use the research phase to learn whether your lead is a decision maker.
  20. Avoid sending generic, mass-mail messages. Instead, use the many research tools available to find valuable information about your prospects and craft more personal and relevant messages – they are much more likely to capture the attention of the recipient.
  21. NOW – MAY 1ST GET $100 OFF OUR PROFESSIONAL SELLING PROGRAM Learn MoreLearn More
  22. BETTER QUALIFY LEADS BY LEARNING ABOUT YOUR COMPETITORS 6
  23. A well qualified lead will be ready to buy and will ultimately make a purchase – either from you or from one of your competitors. Ask the prospect who else is calling on them. If the answer is “no one,” you may not have done a good enough job of qualifying – they are probably not ready to buy.
  24. BE MORE PRODUCTIVE WHEN WORKING FROM HOME 7
  25. Kyle Porter, Founder and CEO of Salesloft, has three great tips that can help you stay focused and productive while working from home: 1. Separate the area designated for working from where you relax. 2. Stick to a work schedule as if you were in the office. 3. Make it easy for your team to reach you while you are at home.
  26. UPDATE AND USE YOUR MARKETING COLLATERAL 8
  27. Many companies have great marketing collateral, but their sales reps never learned to use it. Marketing materials are there to help you sell, so get in the habit of sharing them with your prospects.
  28. If you don’t have or don’t like your marketing collateral, work with your sales manager and your marketing team to create or update it. Aim to produce materials that are short, simple and easy to share over email.
  29. BECOME A DISCIPLINED TIME MANAGER 9
  30. One of the most simple and powerful concept around time management is Covey’s four quadrants. Watch the following 3 minute video to see how the four quadrant model can help you make the most of your selling time.
  31. THIS VIDEO IS ONE OF 120+ LECTURES FEATURED IN OUR PROFESSIONAL SELLING COURSE. Learn MoreLearn More
  32. CLEAN UP YOUR CRM10
  33. Your CRM system is a valuable asset that can serve you well in your selling efforts. That is unless the data that lives there is outdated and inaccurate. Spend an hour or so every month to make sure your CRM data is up to date – it will save you time in the long run.
  34. Share this presentation with your team. Download the editable PowerPoint version.
  35. Check out other free sales resources by The Brevet Group Learn MoreSee SlideShare
  36. Check out other free sales resources by The Brevet Group Learn MoreGet eBook
  37. Check out other free sales resources by The Brevet Group Learn MoreGet eBook
  38. The Brevet Group is a sales training and sales enablement firm. We deliver customized sales performance solutions that help our clients sell smarter. Learn MoreFollow us on Twitter Learn MoreFollow us on LinkedIn Learn MoreTheBrevetGroup.com
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Successful salespeople are constantly looking to optimize their productivity and improve their selling efforts. Here are 10 productivity tips that can help any sales rep or sales manager have a successful selling year.

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