Sales Productivity
3 ways winning organizations close more sales without hiring new reps

In this short post you’ll learn:

  • How salespeople can gain 8 extra hours every week

  • The one thing 84% of sales reps say is the key area to focus on when improving sales productivity

  • What executive buyers say sales reps should bring to sales meetings - but only 1 in 5 does.

  • Critical factor separating high-performing sales organizations from mediocre ones.

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Research shows 3 ways winning organizations can increase revenue without hiring more salespeople:

  • Reduce “clutter drag” and the time salespeople spend on low-value activities

  • Increase close rate by reallocating previously unproductive time to preparation and research

  • Reduce message conflict by ensuring sales presentations are aligned with marketing messaging 


Sales reps spend 8 hours a week searching for content

Reduced cost and improved storage solutions have enabled organizations to store every email, conversation, and presentation reps have had. Over time intranets and network drives have become cluttered with out-of-date material.

This “clutter drag” makes it almost impossible for reps to find the right presentation. Most reps report it’s faster to create their own material than trying to find the right content.

Survey on sales productivity showed that on average sales reps spend 8 hours every week searching for and recreating content.

It’s then no wonder that 84% of sales reps cited content search and utilization as the key productivity improvement area. 


Top challenges sales reps say prevent them from being more effective


Lack of preparation kills sales

Executive buyers hate dealing with unprepared salespeople. Forrester survey of 319 executive buyers found that more often than not sales reps are not adequately prepared for the sales meeting.


Buyers today are more informed and empowered than ever. Most B2B buyers spend a significant amount of time researching their problem and solutions before talking to salespeople.

When the buyers finally engage the salespeople, research shows they mainly want to:

  • Talk about pricing

  • Get answers to specific questions

  • Understand how the solution can help them

  • Experience the product

  • Understand how companies in similar situations have used the solution

Today’s buyers don’t need the salespeople to educate them about the problem or to repeat the same content they can find online. Today’s buyers expect salespeople to understand their situation and to prove it by offering tailored solutions.

With reps spending an average 8 hours a week on finding and recreating old presentations and ⅔ of marketing collateral never seeing the light of day, is it any wonder reps fail to prepare adequately? 


Message conflict creates confusion and uncertainty in potential clients

Informed buyers have combed through your company’s website and marketing material. Your marketing content has convinced them that your solution merits a closer look and a meeting with a salesperson.

What will the effect be on the prospect, if the salesperson does not support what they learned from your website and marketing materials, or worse yet, contradicts them?

  • Will their confidence in your organization increase or decrease?

  • Are they more or less likely to consider your solution further?

A 2018 report by the Aberdeen Group found that strong alignment between sales and marketing was one of the key differentiators between best-in-class and average organizations. 


Key takeaway points


Clutter drag wastes sales reps’ time

Forced to spend 8 hours a week scouring storage drives for sales content leaves reps little time for crucial preparation and research work. Because reps cannot find the content they need, they often create it. Sooner or later the presentations get out of date, and each rep has their version. 


How Salesframe can help

Salesframe serves as the single source of truth for sales content. Reps can compose presentations by picking the relevant slides from the content library. Slides can be customized to match the requirements of each prospect.

When marketing creates new or updates existing content, the source content in the library is immediately updated.

Buyers expect tailored content

Today’s buyers are informed and don’t need sales reps to repeat material found online. They expect reps to deliver content tailored to their specific situation.


How Salesframe can help

When reps don’t have to spend 8 hours every week to look for content, they can focus on researching the client and tailoring content to match the prospect’s situation.

With the entire content library at their fingertips, reps can react to unexpected questions and pull in new slides during the meeting.

Message conflict can kill a sale

The information reps deliver has to add to and reinforce what the buyer has learned from your website and marketing materials. Message conflict creates doubt and uncertainty in buyers and can kill the sale.


How Salesframe can help

Salesframe ensures that slides and other sales content are always up to date, on brand and match the marketing message. When marketing makes changes, all the source slides in the library are automatically updated to reflect the change.


Contact us today to learn how Salesframe can help your organization

If you have any questions about this report or would like to discover yourself how Salesframe can help your sales organization become more productive and close more deals, book a call with one of our Sales Enablement specialists or try Salesframe for free for 30 days, no strings attached!