Sales Improvement Ideas| 50 Areas of Improvement for Sales Reps

There are at least 135 levers to pull to improve the sales results in your sales team.

Knowing what lever to pull on, how hard, and when is key to maximising sales, revenue and margin – all the things we cover in our free, weekly newsletter specifically for Sales Leaders seeking higher sales. You can subscribe now for free – The B2B Sales Improvement Digest.

In the meantime, here’s 50 sales improvement ideas to get you started on your journey to increase sales performance.

Most Sales Leaders Get Sales Improvement All Wrong!

Every sales leader looks ways to improve sales… and for 99% of those sales leaders the fix is simple, not easy but simple!

You need to get GRANULAR on the sales process.

Sales improvement rarely happens at a macro level. And by macro, I mean you slash you prices, buy a competitor, you get the picture. Macro sales improvement is a myth that destroys careers. It happens so rarely, yet still boards demand it.

Instead – think about uplifts of between 1-20% along each part of the granular sales process. Want to know what that looks like in your sales team? Check out Fix Your Sales Leaks Fast workshop

When you’re hunting for more sales, higher average order values, bigger margins, it makes sense to understand the micro (even nano) levers available to you across every part of the sales process – from cold open to signed order!

This takes incremental wins to the next level, especially when everyone can see (and own) these mini sales levers. That’s jet propelled sales improvement!

That’s it.

You have the answer to every single sales improvement initiative you ever need to run.

Continuous sales improvement is now part of your sales DNA, inbuilt into how you do things in your sales team.

Sales Improvement | Is that it?

Not quite!

Improving sales performance using the 135 levers is obviously more complex than that.

Some levers will increase sales faster than others, some will drive sales further into the floor, and others will have no impact at all….you just have to know how to use what leavers, and when…

The rate at which your sales team could go from nose dive to plateau to turbo-lift all depends on why you’re seeing your current sales results.

Sales improvement ideas are plentiful. But before you start the fix – you need to know what’s causing the problem.

And success mainly depend on the effort you put into improving your sales results.

Now – you shouldn’t expect to improve the sales results and outputs without changing the sales inputs.

If you are a sales leader interested in Sales Improvement then hit the link here to register for our free weekly sales improvement newsletter – The B2B Sales Improvement Digest

135 Sales Improvement Techniques to Increase Sales Performance!

Just think about the combinations of ways you could use those 135 variables to improve sales performances in your team – mind blowing isn’t it?

In truth, the areas of improvement for sales reps are virtually limitless.

That said, I’ve restricted the scope here to covering at the areas of improvement that the sales leader can actively support and lead on…

We’ll do a deep dive on the top 3 areas of improvement for sales reps, these are my go to…then you can scroll mid-way down to get another 47 ways to improve sales performance!

3 Easy Ways to Optimise and Increase Sales Performance…then 47 more Sales Improvement Ideas!

Specifically selected to be

• Fast acting
• Free to implement and
• Easy to introduce

All leading to:

• Higher sales conversion rates
• Increased revenue
• Solid margins

This is where I would start in your position, if just the search function at the side of this page – you’ll find all the info you need on sales improvement – and if you want to short circuit that, just book a call

#1. Areas of Sales Improvement for Sales Reps – Coach Your Sales Team

Want to kill sales results fast? Starve the sales team of 121 coaching time.

Of all the ways to increase sales – this is my number one go to, because it never not works!

Paybacks are typically high and immediate, coupled with huge knock on effects in terms of building confidence, motivation and engagement, it’s the investment connection that boosts the psychological contract value between you and your reps

I use sales coaching religiously because every time I increase the time I spend in this one activity, I see a corresponding spike, maybe in sales pipeline volume, calls, activity, signed orders, deal progression – there are spikes….

And a series of spikes – which is a plateau!

Let’s go!

So, here’s a quick set of questions to hopefully get you thinking about 121 sales coaching differently:

1. Identify who on the sales team in working really hard yet not getting the results they deserve
2. Who is experiencing a sales dip, where you know they could do better because they have in the past
3. Which rep is cresting high on a sales wave
4. Who has struggled since they started, not hitting the basic activity requirements or actively seeking to do better

Now: Who Do you Coach?

If you’re serious about finding ways to increase sales, then you coach them all.

Spend time coaching number 1 because they are working hard and hopefully won’t need much steer from a sales pro like you to really hit their stride.

Coach number 2 because they are most likely beating themselves up, so the chance to reflect, offload, and raise their mental energy will mean the world to them, and stop the sales slip getting any steeper.

AND, you really should be coaching number 3, yes that’s right, you’re going to coach the top performer, because they deserve a chance to get some one to one time with their hero (Hero? Yes, you must be their hero, do you know how tough it is turning in great sales figures for someone you don’t respect?), plus number 3 also deserves a chance to show off his top grade skills, and you might just learn something yourself. An added bonus is that once this person is comfortable with having an audience, there is a ready made knowledge bank to help middling performers.

Coach number 4 but only for a fixed period of time, say 6 weeks, if there has been no improvement in either baseline activity or sales results then start your process to re-allocate this person to a role that is more suited to their capabilities.

For each of the people in the groups above – set very specific, agreed SMART objectives, then both work together during the coaching slot to make sure those objectives are met.

Remember, you’re in this together.

How much time should you spend coaching?

As long as it takes to see the needle shift.

And if the needle doesn’t shift…tough decision time for you.

#2. Areas of Sales Improvement for Sales Reps – Hold a Daily Sales Huddle

No more than 15 minutes in the am.

And another 15 minutes at close of play.

In the am session – Ask every member of the team what they’ll deliver that day. (Hopefully some of these will tally with their SMART objectives.)

Video it.

In the pm session – Play the above back at the end of the day so the sales day and see if it’s a hit or a miss

No excuses – just a hit or miss.

Coach to narrow the gap during the next day. It’s your joint to do list!

That’s immediate, specific and growth orientated sales improvement right there. You’ve just got to help them make it happen. Their daily pledge becomes the marker to hit – everyone is rowing hard, anyone who is not becomes an immediate coaching project to uncover their blockers.

And, over time, this will become their habit, BUT only once you’ve shown then how much success they can have and how easy it is to control their wins every day.

That’s a huge fix on their sales head game – once your reps realise they can improve their own sales results with their focus and intent, rather than being on auto pilot…then you have an empowered sales function.

And this is a small sales improvement step with huge payback, because you only have to start this…then your reps will up their sales performance game!

Spend your time managing the gap between promises and deliverables and –

• You’ll be surprised the lengths committed sales people will go to ensure they don’t break promises.

• Public accountability matters.

Do not, make this a news board session or a sharing of admin info type session, this is an accountability activity.

And, someone who consistently breaks promises…well, that’s another tough decision for you.

#3. Areas of Improvement for Sales Reps – Give the Sales Team Total Accountability, Responsibility and Control 

Yep, surrender it all to the sales team to deliver or not.

The targets belong to the person.

When you’re looking for ways to increase sales then everyone needs to step up.

Surrendering the sales target accountability to the sales team has a number of paybacks when it comes to improving sales performance

1. Flexibility to deliver – so hit target by week 2 – flexibility for the rest of the month (although savvy sales managers will tap into the commission motivation)

2. Flexibility how to deliver – small deals x plenty or larger deals x strategic – every one plays to their own specific strengths

3. The reps either have to perform or legitimately explain why the short-fall – time often becomes more precious to the sales rep once they realise that they might not have to account for it BUT they do need to show a specific return on it!

And, micromanagement is old school, no-one likes it, needs it, or benefits from it.

We live in a world of decisions and consequences.

We all have vested interests in investing and committing to increasing the sales results.

If your team can’t accept that, but instead expect that you, as part of the management team, to coax, motivate, chase, hassle, chivvy, drive or scare them into doing their job, then you’ve got the wrong people in your team.

Start again – recruit adults next time!

Sure you could do all of the above from the team…

That’s a really easy thing to do.

Be supportive?

Of course.

Be the engine that motors the whole function?

No

I strongly believe that motivation has to come from within, and as motivated as I am for someone’s success, I can never be more motivated than they are.

So…

If someone is drilling holes in your boat – find out fast.

If someone wants your job – find out fast, and help them get it.

Have your team’s back, if they have your back.

If they don’t…that shouldn’t be a tough decision for you.

To learn more about sales improvement – download our The B2B Sales Improvement Digest. This gives you weekly insights into the many ways to improve sales improvement, whatever your sales challenge.

There are a multitude of areas of improvement for sales reps, many ways to increase sales results and a myriad of options available to help you – just make sure you’re investing your time, efforts and skills wisely.

47 Sales Improvement Ideas | Sales Improvement By Design

Improving Sales Performance via Sales Process and Strategy:

1. Clear Sales Process: Develop a well-defined sales process that guides reps from lead generation to closing the deal.
2. Sales Training: Provide regular training sessions to enhance product knowledge, objection handling, and sales techniques.
3. Performance Metrics: Establish key performance indicators (KPIs) and monitor them consistently.
4. Ideal Customer Profile: Define an ideal customer profile to help reps target the most promising prospects.
5. Lead Qualification: Implement a rigorous lead qualification process to focus efforts on high-potential leads.
6. Sales Enablement Tools: Equip reps with technology and tools that aid their sales efforts, such as CRM systems and automation software.
7. Competitor Analysis: Train reps to understand competitors’ strengths and weaknesses to better position your offerings.
8. Incentive Structure: Design a motivating commission and incentive structure to drive performance.

Increase Sales Performance via Communication and Relationship Building:

10. Active Listening: Train reps to actively listen to prospects’ needs and concerns to tailor their pitch effectively.
11. Effective Communication: Develop strong communication skills to clearly convey value propositions.
12. Building Rapport: Teach reps how to build genuine relationships with prospects, fostering trust.
13. Personalisation: Encourage reps to personalise their interactions based on prospects’ preferences and needs.
14. Storytelling: Train reps to use storytelling to engage prospects and highlight the benefits of your offerings.
15. Customer Testimonials: Leverage positive customer testimonials to reinforce credibility and trust.

Improve Sales Team Outputs via Sales Techniques:

16. Consultative Selling: Train reps to act as consultants, addressing prospects’ pain points with appropriate solutions.
17. Objection Handling: Equip reps with strategies to effectively handle objections and turn them into opportunities.
18. Value Selling: Focus on showcasing the value and benefits of your product rather than just its features.
19. Upselling and Cross-Selling: Teach reps how to identify upselling and cross-selling opportunities within existing accounts.
20. Trial Offers: Offer trials or demos to allow prospects to experience the value of your product before committing.

Sales Improvement via Time Management and Productivity:

21. Prioritisation: Help reps prioritise leads and tasks based on potential value and urgency.
22. Time Blocking: Encourage reps to schedule specific time blocks for prospecting, follow-ups, and other sales activities.
23. Lead Nurturing: Implement a lead nurturing strategy to engage with prospects over the long term.
24. Efficient Documentation: Streamline documentation processes to save time and keep reps focused on selling.
25. Automated Follow-Ups: Use automation tools to schedule follow-up emails and reminders for timely prospect engagement.

Raise the Sales Bar via Continuous Improvement:

26. Sales Coaching: Provide regular coaching sessions to review performance, identify areas for improvement, and offer guidance.
27. Performance Feedback: Offer constructive feedback on individual sales calls to enhance skills.
28. Peer Learning: Foster a culture of knowledge sharing and learning among sales reps.
29. Data-Driven Insights: Utilise sales data and analytics to identify trends, strengths, and weaknesses.
30. A/B Testing: Experiment with different sales approaches and messages to determine what resonates best.

Sales Improvement | Improve the Sales Team Motivation and Mindset:

31. Goal Setting: Help reps set clear, achievable goals to drive motivation and focus.
32. Recognition and Rewards: Recognise and reward top-performing reps to boost morale and motivation.
33. Positive Reinforcement: Provide positive reinforcement for incremental successes and improvements.
34. Mindfulness and Stress Management: Train reps in techniques to manage stress and maintain a positive mindset.
35. Work-Life Balance: Encourage a healthy work-life balance to prevent burnout and maintain long-term performance.

Sales Improvement via Collaboration and Teamwork:

36. Team Alignment: Ensure reps are aligned with broader company goals and strategies.
37. Cross-Functional Collaboration: Foster collaboration between sales and other departments to address customer needs comprehensively.
38. Knowledge Sharing: Create a platform for reps to share successful sales strategies and techniques.
39. Role Play: Conduct role-playing exercises to practice different sales scenarios and refine skills.

Share Responsibility for Improving Sales Performance via Innovative Approaches:

40. Leverage Technology: Embrace emerging technologies like AI, chatbots, and predictive analytics to enhance sales processes.
41. Social Selling: Train reps to leverage social media platforms for lead generation and relationship building.
42. Video Messaging: Experiment with personalised video messages for more impactful prospect communication.
43. Networking Events: Encourage reps to attend relevant industry events and conferences to expand their network.

Let Your Customer Show the Way via Customer-Centric Approach:

44. Customer Feedback: Collect and analyse customer feedback to continuously improve sales approaches.
45. Customer Success Collaboration: Collaborate with the customer success team to ensure a seamless transition from sales to onboarding.
46. Long-Term Relationships: Shift the focus from one-time sales to building lasting, loyal customer relationships.
47. Continuous Adaptation: Stay agile and adapt sales strategies based on changing market trends and customer preferences.

Remember, not all of these will work well for you, but a lot of them will.

Fundamentally, you need to pick that ones that you think you can adopt and adapt…so that while these strategies can help improve sales reps’ performance, it’s essential to tailor them to your specific industry, company culture, and target audience for optimal results.

Too much information to process? No idea where to start?

Help is at hand! Book a call

Sales Performance Improvement | BUT Where to Start! 

Improving sales, making marginal but solid sales improvements using the 50 ways outlined above is perfectly possible, the first three tools are my automatic go to in any underperforming sales function…but what if you want more? The additional 47 are all areas worthy of a deep dive if you’re looking to increase sales and boost revenue and margin.

What if you want to go deeper to look at the areas of improvement SPECIFICALLY for your sales reps?

What if you want to bring about a more fundamental, structural or game changing sales performance plan.

If this is the case – then before you do anything else – book a call and let’s have a chat.

If you’re asking yourself why you should I do this – then let me give you three good reasons:

1. How quickly do you want your sales results to improve?
2. Do you have the bandwidth to embed a sales improvement campaign on top of your day job?
3. Being in control is important to you – so, ‘done with you solutions’ can cut out all of the pain and still leave you in total control

With these three points in mind, I’ve sketched out what a typical sales improvement project looks like

Improving Sales Performance | The Power of the Sales Audit

I don’t know about you but I like to know where I’m going before I get in the car!

Maybe it’s a ‘time is money’ thing!

Or maybe I just HATE wasting money and effort on something when I don’t know what I’ll get back, because my belief in my ability to actually arrive where I want to be, when I want to be greatly influences my level of motivation for the journey! Are you the same?

Put another way – when I know I’m on the right road, then I tend to run faster and be happier!

That’s why the Morton Kyle Sales Audit will jet propel your sales improvement journey!

You can check out the link for more information, but in a nutshell the Morton Kyle Sales Audit is:

• A rapid, root and branch analysis on a your sales performance

• Specifically looking at sales team performance like conversions, revenue and margins…along the whole sales process, and at every stage in the sales pipeline.

• Drilling down on sales leakages – discovering where you are leaking money and leads that are making your competitors stronger every single day.

• Signposting the problem areas that, everyday are costing your conversions, revenue and profits

And then, at the end of that you get your bespoke sales improvement plan covering:

• Fast action – 30 Day Report to Improving Sales – fully relevant to you (no cut and paste) the perfect specific, with instruction, to do list for your sales and marketing function to get working on TODAY

• Full Sales Audit Report – The short, mid and long term issues that need to be addressed, the likely uplift in doing so, and the cost of not dealing with these issues, the why’s and the how’s are all covered in this report and it’s supported by a full knowledge transfer into team tasked with improving sales

PLUS – a half day boardroom session to handover the findings, and support the next stage in your sales improvement journey

Ongoing support or a done for you service is also available as needed – if you’re looking for a more supported start then check out Fix and Flow – 90-Day Done For/With You Sales Improvement

Sales Growth Doesn’t Happen By Accident

Unless you’re really lucky!

Sales Improvement by Design is where the magic happens. Sales growth takes applied effort, doing the right things, at the right time, in the right way.

AND, doing anything in the sales function that has the potential to screw with the revenue and conversion is just not worth the risk when you know there is a more water-tight option.

Sales performance improvement has many moving parts. Not all of them visible, and cause and effect an have some unpleasant and unintended consequences, so, if you have the opportunity to:

• Remove the risk around your sales improvements plans

• Bring the whole sales, marketing and broader leadership team with you

• Optimise your chances of getting the sales results you want in the shortest possible time

• Introduce Sales Performance Management and Continuous Sales Improvement as the norm, as well as

• Being able to introduce Balanced Scorecards and robust Management Information dashboards / Sales Trackers into the sales (and marketing) teams

Then why would you risk your sales performance improvement initiative by doing it any other way?

Summary | Sales Improvement | Areas of Improvement for Sales Reps

Looking to increase sales results, more sales and margin for less effort and spend becomes much easier once you realise that you have over 135 levers at your disposal.

You can remove the risks associated with sales performance improvement and change management in this critical area by working with Morton Kyle Limited – check out the Sales Improvement Profile here…

Your sales performance improvement efforts deserve to be successful so partner with someone who has been through this before