What can I do to increase the productivity of my Inside Sales team?
In the current selling climate, this question is being asked more and more often by Sales Managers at technology companies. You can scan LinkedIn to find it asked dozens of times with hundreds of responses.
Many responses involve ramping new hires, territory reshuffles, training programs, implementing new technologies, etc. You know, big decisions that will not have an immediate impact on productivity but will over time.
I'd like to share some effective strategies you can put in place today to help you increase the productivity of your team.
Number 1: The 4x4 Approach
Put "4" contacts from x number of target companies through a "4" touch process - all within 10 business days. Hey, if you don't have a sense of urgency why should your prospect?
Here is how to best execute the "4" touch process for each contact:
- Day 1: 1st compelling voicemail.
Notice the word "compelling"! Your message should not be about you but should reference the issues your buyer is trying to address.
- Day 4: 2nd compelling voicemail.
Have the core of your message be a different pain point. You don't want to repeat yourself; you want to find a new benefit to share with the prospect.
- Day 7: "Call to Action" email.
What do you have to offer? Time with an "expert"? A recent study?
- Day 10: Final voicemail.
Final as in you tell the prospect it is your final message.
If you don't connect, set a reminder to put them through the process again in 6 months. In the meantime, make sure their status is set to "Remarket" so that Marketing can continue to nurture them - hopefully keeping you "top of mind".
Number 2: The 10x10 Commitment
Let's face it; we all spend significant time answering emails, attending meetings, talking with colleagues, etc. Then, before you know it mid-day has arrived and no calls have been made. Just read Trish's post on The Cost of Email Insanity to see the scale of the problem.
The 10x10 commitment sets the requirement for each Rep to make "10" calls by "10" AM every day. What better way to remain focused on the most important part of Sales, talking to as many decision makers as possible?
Number 3: Power Hours
Power Hours are a committed 1 hour a day focused on nothing but selling. This approach really works and we do it every day at The Bridge Group. We shut down email and IM and focus only on outbound calling for that 1 hour. To read more, check out our post on the subject here.
Incorporating some or all of these strategies can have an immediate impact on the productivity of your inside sales team.
As always, if you have any suggestions that have worked for you in the past, please comment!
(Photo by mixergirl)