How to Double Your Selling Time & Crush Quota (5 Steps)

illustration of a sales leader increasing selling activity
photo of Veloxy's CEO Samir Majumdar

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How to Double Your Selling Time & Crush Quota (5 Steps)

illustration of a sales leader increasing selling activity
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Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). Not surprisingly, only 42% of these sales reps expected to meet (not crush) quota.

In that same report, Salesforce found that companies were planning to invest in sales technology and other initiatives that would help their reps spend more time on the activities that generate revenue.

What do you think happened?

Fast forward four years. Salesforce just found that salespeople are only spending 28% of their time selling. That’s a stunning 125 hours of less selling time than in 2018! Should we be surprised that sales reps are less confident in meeting (not crushing) quota? No!

What happened to the investment in sales tech and other programs to help salespeople spend more time with customers? In short, too many tools were added and selling became more complex.

At Veloxy, we help our clients sell easier, faster, and smarter. That’s why we’re writing this blog post to give you the 5 step roadmap to doubling your selling time and absolutely crushing your quota.

  1. Automate CRM Data Entry
  2. Prioritize Leads based on Data Analysis
  3. Capitalize on Buyer Signals & Insight
  4. Consolidate the Tech Stack
  5. Focus on Improving Sales Team Morale

Don’t forget to read our hottest Q4 blog post: Sales Leaders Under Pressure to Deliver During Economic Uncertainty 

1. Automate CRM Data Entry

Imagine this. You’re a high-performing salesperson. Customers love your energy, and so do your colleagues. But when you sit at your desk in the morning, you have 1.5 hours of data entry and other CRM admin tasks waiting for you—every single day.

Manually entering contact information and notes is boring and it doesn’t help close deals. In fact, it’s the most hated part of a salesperson’s job.

And yet, with the investment of new sales technology, somehow teams overlooked the need to eliminate this form of non-selling activity.

What if I were to tell you that it only takes 1 minute to solve this problem?

Literally a flip of a switch, and you’ll never have to revisit it again. Would you believe me?

There are dozens of CRM and Salesforce automation solutions that can do exactly that.

From the comfort of your inbox, sales engagement platform, and smartphone, CRM automation can detect changes in your customers data and automatically update their records. Users can also one-click add new prospects and opportunities (another time suck).

Automate your CRM data entry today! You’ll add another 300+ selling hours to each rep’s year.

2. Prioritize Leads Based on Data Analysis

A to Z. Company size. Randomization. These are three of the time-sucking ways that salespeople use to prioritize leads. Not only are they a waste of time, but they cripple sales efficiency, too.

It’s 2022. We’re sending satellites into the farthest reaches of the universe, and sales reps are still using spreadsheets. What if I told you there’s a more advanced way to prioritize leads, one that is similar to Google’s algorithm?

AI for Sales uses machine learning and algorithms to constantly analyze the following data in your CRM:

  • Past or existing sales engagement
  • Projected deal size
  • Business intelligence (news, growth)
  • Previous buying history
  • Number/Quality of decision makers
  • Estimated deal cycle time

When you perform a call blitz or email blast based on lead prioritization, you’re more likely to get a pick-up or open and click-through. But more importantly, you will have engaged with them at a time that is synonymous with their readiness to buy.

Stop throwing darts with a blindfold! Use lead prioritization powered by Sales AI. You’ll not just save 187 hours a year, but you’ll shorten and accelerate your sales cycle, too!

3. Capitalize on Buyer Signals & Insights

You have hundreds of accounts, and thousands of leads and contacts in Salesforce. While using the aforementioned lead prioritization is critical, it’s missing one important element—immediacy.

There are two battles that salespeople fight daily. Connecting with buyers via phone or email, and having something relevant to talk about.

Buyer signals are real-time notifications that a lead or contact is active in their inbox, engaging with your content, or browsing your website. There is no better time to place a phone call then when you receive these notifications. Examples of buyer signals include email tracking alertsonline search intent, and content experiences.

Knowing what email they’re reading, what they’re searching for, and what content their consuming helps start and lengthen your conversation once they answer your call.

When your leads and contacts are sending real-time buyer signals, you can also receive immediate company and contact insights, such as promotions and new hires. Nothing helps more than a congratulatory call and flattery.

Be sure to use Veloxy, ZoomInfo, and Relayto to achieve buyer signals and insights.

4. Consolidate the Tech Stack

Salesforce also discovered that two-thirds of salespeople are overwhelmed by the sheer volume and complexity of their sales tech stack.

On average, sales teams are empowered with 10 sales tools, but their mediocre adoption rates and quota misses have caught the attention of sales directors.

In 2023, sales leaders are planning to consolidate their tech stack. How are they doing this, you ask? They’re taking a step back, mapping out the critical selling features of each tool, finding existing or new tools that have the most capabilities, and cutting out the rest.

True sales enablement is when sales leaders help their team focus on the human side of selling.

We have a common saying at Veloxy,” proclaimed Jeff Grice, Director of Revenue. “Be human. Let AI do the rest. It resonates with our users because salespeople are in the game to build relationships and solve problems. They’re not in it to sit in front of a screen for 2-4 hours every day.

The other benefit of consolidating the tech stack is quicker time-to-value and the elimination of sales’ perception as a cost center.

5. Focus on Sales Team Morale

The morale of a sales team is an under-the-radar contributor to your revenue gap.

Here is a list of the most common causes of low sales rep morale:

  • Too much data entry and admin work
  • Little to no training on sales tools
  • Rising quotas without a corresponding rise in enablement
  • Inaccurate or outdated CRM data
  • Not enough support from marketing

Notice how earning potential isn’t in the list. That’s because sales people are in the game to generate revenue for the company and for themselves. And once that drive is hindered by one or more of the bullet points, the salesperson is bound to get in a rut or browse LinkedIn for new career opportunities.

When we say we make the life of salespeople easier, we’re not saying they can sit around and lollygag all day,” said Sauvik Sarkar, Cofounder of Veloxy. “We’re saying that they can do what they need to do to close deals easier. They can help customers easier. They can email and call easier. They can find sales insights easier. There is little to no resistance in their daily life, and that makes for a happier, quota crushing, swimming-in-commissions salesperson!

What’s preventing your sales enablement program from making your reps’ sales life easier?

Final Thoughts on Improving Selling Activity

If you’re left stunned by the fact that selling activity has decreased the last four years, then you’re not alone. One would think that the grand increase in sales technology would have had a more positive impact.

It’s a turbulent time to be in sales. The C-suite is putting more pressure on sales leaders than ever before. Luckily for you, this five step process to doubling selling time will help your team deliver more revenue in 2023. And that’ll make you the MVP to the CEO!

If you’d like to see this five step process in motion, schedule a 30 minute demo with us today.

When you have some more time, here are a few other posts on best practices:

TABLE OF CONTENTS

Samir Majumdar

Samir Majumdar

Samir is the CEO and Co-founder of Veloxy. After spending 20+ years creating corporate systems, boosting revenue, and eliminating inefficiencies, Samir started Veloxy to help sales professionals shorten sales cycles, accelerate pipelines, and close more deals.

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