In today’s high-velocity sales world, juggling a sea of tasks is about as easy and efficient as texting while running in a marathon. At some point in our careers, we have all been asked by our bosses to “just prioritize” when raising concern about having a heavy workload. But this is easier said than done.
When you have a lot of work to get done and more coming at you every day, determining the relative importance of every item becomes challenging. Salespeople are dealing with hundreds of tasks and interruptions each day – new leads, scheduled calls, call-backs, demos, prospecting emails and calls, proposals, administrative work, and much more. Relying on the power of the human mind to prioritize time and activity doesn’t logically sound so feasible, and is one of the many reasons why companies generally perform poorly when responding to new leads.
To uncover the impact of automating the prioritization of sales activities, Velocify studied the productivity and performance of more than 400 sales teams that use sales prioritization technology and compared their results to those that do not.
The findings revealed that sales reps utilizing sales prioritization technology averaged 88 percent more talk time and 37 percent more daily actions. Looking past the productivity improvements, the potential revenue gain from prioritizing rep activities was substantial. Many of the companies utilizing prioritization technology rose above an apparent “invisible ceiling” that seemed to cap the performance potential of teams not using the technology. In aggregate, companies that exhibited heavy usage of prioritization technology averaged lead conversion rates that were 178 percent greater than those not using prioritization.
If you want to dive deeper into the results of the study download the full report: “The Power of Prioritization: How Automating Relative Importance of Sales Activities Can Impact Sales Success.”
Read more: What Salespeople Want?
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