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Sales Efficiency Starts With Modern Sales Engagment

4 min read
December 13, 2016

Arguably, the hardest part of a Full Cycle Sales professional’s role is an managing each and every task of the modern sales process. From prospecting and making that initial connection with the potential customers, to executing on all the activities that it takes to work a deal, what that would normally be split between a Sales Development Rep and an Account Executive is now the sole responsibility of the Full Cycle rep. Because of this task overload, sales efficiency is key to their process.

Now, on a specialized sales team, SDRs are concerned with sales efficiency, too, but for a different reason. Where the SDR’s goal is to become more efficient in their prospecting and correspondence efforts, so they can reach more people in a day, the full cycle rep is striving to become more efficient with those initial steps, so they can spend the rest of their time on deal-closing activities like appointments and sales conversations.

This range of activities is a delicate balance, especially when it comes to integrating sales engagement process with Salesforce. Any opportunity to streamline the relationship between these two platforms is going to improve the sales efficiency of all modern reps running these daily tasks and sales activities, and that’s why we created the series, Sales Engagement with Salesforce: The Complete Kit.

Clint Green, Team Lead for the Salesloft enterprise sales team and resident Full Cycle Sales pro knows how important these sales efficiency skills are for every step of the modern sales process. From maintaining a consistent pipeline, to organizing his every day tasks to make room for more revenue-building activities, Clint is here to share all of the ways he faces both sides of the role head on. Watch the video below to learn more:

 

Transcript

My name is Clint Green, and I’m the team lead for our enterprise sales team. So, one of the largest challenges for a sales rep is spending too much time inside of Salesforce doing admin activities. To avoid that, what we use, internally, are a number of different tools, so you might want to think about, “How can I be more efficient with my day or be more efficient with my time?”

So, at the beginning of the month, you’re doing a great job of prospecting, filling the pipe, and when you come to the end of the month or quarter year, you see a down drop in that. An interesting aspect of being a Full Cycle Sales rep is these waves. So, at the beginning of the month we might spend a lot of time prospecting and at the end we’re trying to focus on closing.

One thing we don’t want are the ebbs and flows. You’re closing a lot of deals at the end of the month and then at the beginning you’re very dry (or, same thing, for quarter of the years). We want to make sure that we constantly maintain the same pipe.

Accenture did a study and they found that 64.3% of a sales reps’ day is spent inside of Salesforce doing non-revenue producing activities. All of those things are items that can help you deliver more consistently and more efficiently so that you can, at the end of the month, be closing bigger deals and you’re spending less than 64% of your time on admin tasks, you’re spending 10, 15%, and that’s going to help you drive more revenue.

Want to learn more about a sales engagement process that works for your role as it relates to Salesforce? Download our newest series, Sales Engagement with Salesforce: The Complete Kit, and discover which works best for your sales development, sales operations, or full cycle sales process!

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