Sales Productivity Tips for Collaborative Teams: Know How to Increase Team Productivity Easily

It’s common for high-performing teams to get burned out, whether they’re in sales or customer service.

How to increase team productivity? There are many ways to increase diversity in the workplace, but one of the most effective is by hiring more people from underrepresented groups.

A lot of the time, it seems that sales is a high-stress job. But who could blame them? Salespeople have to do well for their company and they often get paid based on how much money they bring in.

When I think about initiatives to improve performance, it’s important that we also consider the factors that cause burnout. Improving your sales compensation model might not be enough if you don’t address the motivation behind decreased productivity.

Lets take a look at what causes burnout, how to fix it and how to increase team productivity. I learned this from experts during my webinar on motivating sales reps.


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  • Who have more than 10 employees
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  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
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How to Increase Sales Productivity

If you want to know how to increase team productivity, Gianna Scorsone says that it’s important to understand what people think about productivity versus what it really is.

Scorsone says that productivity is often misinterpreted and, as a result, it’s measured incorrectly. People think of productivity as just being about how much work can be done or how many calls one makes.

Scorsone thinks that you must work smart and hard to be successful. He believes it is dangerous for businesses or teams to look for shortcuts, as they may not consider the whole picture.

The author is saying that when companies focus on driving more activity out of their sales reps, it takes the fun and thoughtfulness away from the job.

There are many metrics that can be raised in the short term, but if they don’t help your reps to succeed long-term then you’re not doing them any favors.

In the long run, you want to motivate and engage your sales reps. You also want to keep them happy by not overworking them.

What is the main cause of sales burnout?

When salespeople are burned out, it could be because of a variety of factors. Here’s some common ones you need to watch for in your sales team.

Lack of clearly defined goals

When sales reps dont know what they are working towards, their productivity goes down.

When teams dont have well-defined goals, they get discouraged and eventually burn out.

Your reps need to know how their work impacts your business objectives. If they dont, it will make them feel like their role doesnt matter.

Lack of mentorship

A sales job is high-pressure, and can be emotionally draining. That’s why your team needs mentors who are available to provide counseling or support when they’re feeling burned out.

Mentors can also provide advice on how to manage time, prioritize leads and follow up with customers.

Although many reps are happy to have a supervisor or manager speak with them, some may prefer speaking to their peers when they need emotional support.

Lack of effective sales tools 

If you arent using the best practices and efficient tools, your sales reps will have to work harder with less output.

Without any type of CRM, leads are managed on Excel sheets or pen and paper. This is the same as not automating your team’s administrative sales tasks.

One way on how to increase team productivity is by investing in a cloud phone system for your sales team. This can automate the tedious administrative work involved when taking client calls and integrate with your CRM, so that the call logs are automatically logged into relevant lead entries and clients’ information will be pulled up based on who’s calling.

Lack of feedback

One of the causes for burnout among salespeople is feedback, or lack thereof. If they don’t know how their performance stacks up against others and what skills they need to improve on, it can create anxiety about their job at work.

How to Increase Team Productivity in Sales

Now that you know what sales burnout is and how it affects your business, what can be done to prevent it?

1. Create objectives that are purposeful

One of the most important ways to get your sales team motivated is to give them a purpose. This ties right into the pain point of not having clearly defined goals and targets, which you can avoid by involving your reps in business objectives that are geared towards their performance as well.

If you want to retain more customers, it’s best not to focus on converting hot leads and working inbound. Instead, your sales team should be focused on reselling products and supporting the needs of current clients.

2. Celebrate customer wins

Its not just about individual sales wins. Sales reps need to know they’re doing more than hitting an arbitrary target set by management.

For Jason Bay, Chief Prospecting Officer at Blissful Prospecting, the most important thing is to remind reps that they are helping customers. He says theres a bigger mission behind what they do.

When a lot of leaders share their sales wins, they often don’t mention customer victories.

Sharing customer wins illustrates how the team is working together for their customers. This can motivate your reps by showing them that they are making a difference in peoples’ lives.

Bay’s advice on how to increase team productivity is to look at the success of your team and share it with other members. That way, people will see how their work contributes to a company-wide goal.

3. Clearly define goals

It’s not enough to just focus on the company, but your sales reps need to be able to celebrate their own individual victories so they can increase productivity and motivation.

Setting measurable goals will give your reps something to look forward to and make sure they are always looking out for their co-workers.

Some good goals to set are:

  • Number of emails sent
  • Number of demonstrations completed
  • The number of leads in each stage is very important for sales managers to track.
  • Weekly deal size achieved

Sam Nelson, SDR Leader at Outreach says “With my first salespeople, I made the mistake of constantly testing pay and commission structure. I felt that with enough of a base pay and lucrative commissions, it would be enough motivation for them.”

Nelson also points out that a lack of clear goals can affect productivity. He says it’s not just about how many tasks salespeople complete, but the value or importance of those tasks.

Agents need to know how their work relates to the larger organizational goals. If they dont, then it will be hard for them figure out what needs more attention.

4. Be mindful of how many activities lead to SDR success

Scorsone from Aircall says that one of the most important measurements is not just how many sales-related activities your reps are doing, but also by how efficient these activities are in getting leads into a call or meeting.

Bay from Blissful Prospecting explained that some reps might take more than 50 activities to get a meeting, which is too much for them and creates burnout.

To find out which of these activities are not performing well, you have to identify whether it is due to the individual aptitudes of your salespeople or if an activity just isn’t effective for that type of company.

This will help you to reduce the reps load, and add training and mentorship. Youll also be able to review ineffective activities that are taking up time with leads.

5. Build clear sales processes

You may be worsening your sales team’s productivity by having them make a lot of decisions, some which they don’t have to take part in. Clear processes can reduce the amount of time reps spend making unnecessary decisions so that they can focus on what really matters.

Nelson from Outreach said that burnout is a problem in sales, and its because of the constant decision-making. He suggested having processes to make decisions for things where they don’t really matter.

A good example of a sales process is to have a structured sequence that guides the rep and helps them make less decisions.

When you find a successful sales structure, it can make your work much more efficient. Youll be able to focus all of your energy on writing the first email in that sequence and let it amplify throughout the funnel.

6. Encourage you sales team to collaborate

As sales cycles increase, it becomes more important to have a team effort. There are many points in the customer life cycle where you need multiple people working together.

Individual sales reps need to focus on not only their individual targets, but also improve the productivity of other team members. It is important for a culture in which it’s okay to ask someone else for help and provides resources so they can collaborate.

One way to implement this in a sales call is by allowing the use of “call whispering,” which allows reps to whisper into their teammates’ calls without letting prospects hear so they can offer advice and coaching at every turn.

By allowing reps to ask for help and encouraging the use of a tool that allows them, you improve relationships with your sales team and prevent burnout.

7. Encourage feedback and self-reflection

Giving feedback and coaching to your employees can’t be done without a framework. It has to focus on the broader business objectives.

Scorsone explains that she learned a framework from working with various coaches: win, learn, and change. She would talk to her reps about how they did during the call or prep work for the next call.

  • What did we do or say that was successful in getting to our outcome?
  • What can we do differently to get the outcome that we want?
  • What can we do to make sure this change is successful?

This framework is a dynamite way for salespeople to be able to say that they weren’t perfect, and what they could have done differently. This allows them the opportunity for fast reflection.

I have found that with the right guidance, people can be productive without burning out.

Decreasing burnout and increasing sales productivity go hand in hand. Less stressed reps are more motivated, which reduces the turnover that you would get otherwise.

Mentorship, tools, structure and processes all point to a company trying to give their salespeople the guidance they need in order for them to succeed.

One of the best ways to keep your sales reps happy is by listening to them and hearing their concerns. If you take the time, even if it’s just for a few minutes each day, they’ll feel heard which can help reduce burnout.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.