Accelerate: Boosting sales productivity?

Sujan Patel is the founder of Mailshake, a sales engagement software used by 38,000 sales and marketing professionals. He has over 15 years of marketing experience and has led the digital marketing strategy for companies like Salesforce, Mint, Intuit and many other Fortune 500 caliber companies.
  • May 29, 2024

Sales goals should be SMART—specific, measurable, attainable, relevant, and time-bound.

If you have no idea how to turn your sales goals into SMART goals, scroll to the end of the post.

You’ll find an excellent post explaining what SMART sales goals are and showcasing 19 examples you can start using today.

Along the way, you’ll learn:

  • Sales coaching tips
  • Sales training secrets
  • How to boost sales productivity
  • Stephen Covey’s Circle of Influence
  • The traits of high-performing sales reps
  • How to boost B2B sales with trigger events

Before you go, here’s the sales stat of the week:

Only 39% of a sales rep’s time is spent doing what they’re supposed to do—selling.

That tells you something about improving your sales productivity.

How to Improve Sales Productivity and Boost Team Efficiency

Improving sales productivity helps:

  • Reduce wasted time as your sales team focuses on high-value activities
  • Lower operational costs with streamlined processes
  • Improve customer interactions & experiences
  • Close more sales and be profitable
  • Gain competitive advantage

But how are you going to do that? Read this guide about improving sales productivity.

It explains what sales productivity means, why it’s important, and strategies to boost your sales productivity quickly. It also includes an overview of the best sales productivity tools you should try.

Sales Training Secrets for Building a Powerful Sales Team

Did you know the average ROI of sales training is 353%? Or that companies focusing on sales training prove to be 57% more effective? If you’re not making much progress in sales, it’s time to level up your reps.

This post by Bubbles dives deep into the sales training secrets for building a powerful sales team. From the basics of sales training to six key strategies, it walks you through everything you need to know to educate and empower your team.

You will also find useful tool recommendations to make the process easier.

How to Use Stephen Covey’s Circle of Influence to Create Impactful Comp Plans

Ever heard about the Circle of Influence? The concept was coined by Stephen Covey in his book “The 7 Habits of Highly Effective People” in 1989.

According to Covey, we all have a Circle of Concern that includes all the major and minor issues we worry about (such as family matters and politics). Within the Circle of Concern lies the Circle of Influence.

The Circle of Influence includes factors we have some degree of control over. For example, to get a pay raise, you might be concerned about your performance and the company’s success. But only your performance lies in the Circle of Influence because you can control it.

Sounds interesting? Discover how you can use the Circle of Influence in sales to build impactful compensation plans.

Top 5 Coaching Tips for Sales Managers

Sales coaching does wonders for your reps. Missed quotas, wasted time, lack of sales—all these problems can be solved with effective sales coaching. But how do you go about it?

Well, this listicle goes through five actionable coaching tips to help you coach your team better. If you’re a sales manager, this is a must-read.

Boost Your B2B Sales With Trigger Events

A sales trigger refers to an event or change that creates an opportunity for a sales action, such as a company merger or new product launch. It indicates a potential need for your product or service.

Find out:

  • How trigger events boost B2B sales strategy
  • What the benefits of trigger events in B2B sales are
  • What common trigger events are and how you can use them
  • Whether there is a way to recognize these trigger events early on

Traits of High-Performing Sales Reps—Alex Kremer

In the latest episode of Shake Sales, I interview Alex Kremera—a reputable sales professional with 13+ years of experience in the industry. He has trained hundreds of AEs and more than ten teams from SMB to Enterprise.

He discusses the traits of high-performing sales reps that he has personally observed and developed in people to help them excel in their careers.

He also talks about bridging the gap between your prospects and getting them to commit. It’s a must-watch.

19 Smart Sales Goals Examples for Your Team

You know what sales goals are and why they are so important. But have you ever heard about SMART sales goals? Check out this Mailshake post if you haven’t. You’ll learn:

  • What differentiates SMART sales goals from regular sales goals
  • How to set SMART goals
  • 19 SMART sales goals examples and how to approach them

As a bonus, you get expert tips to help you achieve these goals.

Continue reading

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