ThoughtSpot - The Digittori Blog

Sales processes have changed dramatically in recent years. The business landscape has been evolving at a scorching pace. We've seen a rise of digital payments and the shift to remote work, and we're grappling with the increasing expectations of customers who use multiple channels to transact and communicate with brands and companies.

These changes have put a strain on sales teams. They can no longer rely on a simple, linear sales process with a predictable set of goals and standard operating procedures.

Additionally, today's buyers—whether B2C, B2B or D2C—are more informed and empowered than ever. They want to interact with salespeople on their own terms via channels that are convenient for them. As a result, sales reps are now juggling multiple tasks, from prospecting and lead qualification to customer relationship management (CRM) and even data entry! This imbalance can make it difficult for them to focus on the most crucial part of their job: selling.

In this article, we discuss how a sales-focused CRM can help your sales reps to do more with less. By automating repetitive tasks and providing a centralized view of customer data, sales automation tools free up time for sales reps, allowing them to focus on their core function—driving revenue.

At Digittori, we use and recommend HubSpot's CRM and Sales Hub to streamline and automate sales processes and boost sales team productivity.

Technology that simplifies & elevates the selling experience

Sales leaders focus on building relationships with customers and closing deals. But if the average employee logs more than 2000 hours annually on emails, meetings, and calls, where is the focus we're talking about?

According to a McKinsey Global Institute report, here's how most typical sales professionals spend their time on a typical workday:

• 39% on role-specific tasks
• 28% on reading and answering emails
• 14% on internal communication and collaboration 

This daily task breakdown indicates that the average salesperson spends less than half a day selling! 

Is your sales team stretched between priorities? How can your sales team improve their selling time? Would they do far better on their sales targets with some technology enablement?

Read on below as we answer some of these questions with actionable tips to improve sales force productivity. 

1. Streamline, automate, save time

Many sales leaders still think of a CRM system as a way to record customer information. Yes, a CRM does that. But it also does a lot more.

Advanced CRM systems are more than a replacement for that Excel sheet your sales team or MIS team meticulously maintains with a list of customers and expected revenue from them.

A modern CRM, like the HubSpot CRM, has a host of automation and productivity tools. Most importantly, automation and AI-enabled data insights ensure that mundane or repetitive tasks are executed with precision and consistency.

• Set up a pre-defined sequence of emails to engage prospects. The system picks up information from the CRM to add personalization to the email.
• Create automated follow-up tasks for each prospect.
• Set up automated alerts that notify the sales rep when a prospect has reached a lead scoring threshold, which indicates the lead is warm enough for active prospecting. 
• Create a deal (opportunity) automatically with details about its lifecycle stage, order value, and auto-prompts for the next engagement with the prospect or client.   

And much more.

At Digittori, we work actively with your sales team, identifying automation opportunities in your processes and configuring workflows to free up valuable time for your sales reps and improve PPR (Productivity Per Rep).

Connect with us to learn more.

2. Set goals, track targets and prioritize

With clear goals and priorities set within the system, sales reps can navigate their daily tasks with a sense of purpose, focusing on activities that directly contribute to the bottom line. 

• Set and monitor sales goals, from individual targets to overarching team goals. The system tracks progress in real-time. So, managers need not wait for sales reports to get an overview of where they're headed. 
• The system automatically sets up tasks for a sales rep who owns a particular deal. This ensures a consistent sales process is followed by the team.
• AI-based sales insights and forecasting capabilities give the sales team a definitive roadmap and align the team toward a common objective.
• Sales leaders can identify areas for improvement and provide reps with clear guidance on how to approach different types of prospects.

Prioritizing sales tasks based on urgency and potential impact allows reps to focus on high-value activities, improving efficiency and reaching targets faster and with less friction.

3. Collaborate & communicate seamlessly

With a sales-focused CRM like HubSpot, you can enhance collaboration and communication among sales reps, enabling them to share insights, best practices, and customer data to improve their overall effectiveness.

You can also facilitate real-time communication between sales reps and clients to connect and share information. 

• Calling: Make calls directly to contacts from their record in HubSpot. You can record the call, take notes during the call, and save the call to the contact's record. Call recordings and transcripts are useful to train new sales reps and gain valuable customer insights.
• Email: You can seamlessly integrate your email with HubSpot CRM, enabling you to track email interactions and have a complete view of all client communications in one centralized platform.
• Meetings: The HubSpot meeting scheduler allows your prospects or clients to book an appointment with you by blocking a slot on your calendar, avoiding to and fro emails about a convenient meeting time. 

Digittori: Leveraging CRM to Boost Sales Productivity  

The HubSpot CRM provides a centralized repository for customer data, ensuring everyone has access to the same information to deliver a consistent and personalized customer experience.

HubSpot Sales Hub features powerful automation and AI-enabled data insights, providing your sales team with all the tools they need within a single platform. 

Digittori Consulting is a HubSpot Solutions Provider. If you'd like to learn more about how you can leverage HubSpot's CRM & Sales platform to boost sales rep productivity, get in touch with us. 

And if you're already a HubSpot user but need hands-on support to improve your product usage or implement best practices, we're always here to help.

Reach out to Digittori to implement HubSpot CRM and empower your sales team to perform at their best and achieve outstanding results. Remember, baby steps taken early on can make a big difference.