Best Sales Productivity Tools for High-Performing Teams
May 6, 2020
Your sales team has one priority: secure new revenue.
However, with admin work and repetitive tasks taking up hours every day, it can be hard to stay productive.
In fact, sales reps spend less than 36% of their time selling.
The majority of their time goes to non-revenue generating tasks like admin work, updating their CRM, updating sales assets, or spending time in meetings.
You need to ensure your sales team make the most of their time on the job.
There are a wide variety of tools that can help with sales productivity.
From workflow automation to email collaboration tools, you need to adopt tools that allow your team to focus on what they do best: selling.
In this article, I’m going to walk you through what sales productivity tools are, and show you some of the best ones on the market right now.
Let’s get started.
What are Sales Productivity Tools?
A sales productivity tool is anything that helps your sales team get their work done faster without sacrificing quality.
It’s a broad definition, I know.
Because of that, we’ve broken this article down into sections showing you tools can help with critical areas of your sales operations, from prospecting to appointment scheduling.
Lead Generation Tools
DemandScience helps sales teams supercharge their lead generation by providing instant access to verified contact data for 150+ million B2B decision-makers.
You can search for leads by demographic, firmographic, and technographic criteria to ensure you’re contacting well-qualified people for your solution.
Sales reps can waste hours per week emailing and cold calling leads but never get a response due to inaccurate contact data.
We regularly validate our database for accuracy and scrub any records that can’t be verified as 95% accurate.
Your team will be able to spend less time on repetitive work and more time having productive conversations that lead to new business.
LinkedIn Sales Navigator
If you already use LinkedIn for your B2B prospecting, purchasing a Sales Navigator subscription is a no-brainer.
Sales Navigator gives you access to a host of useful features that are going to boost your productivity, such as real-time alerts for when leads interact with your content and being able to add prospects directly into your 3rd party CRM.
If you spend time social selling, Sales Navigator should bring a big boost to your productivity.
Tired of sending back-and-forth emails trying to agree on a time that works for both you and your leads?
Calendly helps you cut out those unnecessary emails by allowing you to send a link that lets someone schedule a time on your calendar.
If you’re regularly arranging meetings with sales leads, Calendly is ideal. It integrates with all major calendar apps and works across time zones.
In a similar vein to Calendly, Appointlet helps you streamline the process of scheduling meetings.
You can embed it directly into your website contact form or demo signup page so leads can schedule a time while their purchase intent is high.
Appointlet have found that leads are 300% more likely to schedule a meeting if you allow them to easily do so on your website while they’re showing an active interest in your solution.
If you have multiple sales reps and a sales cycle that means you need to stay very engaged with leads, Front makes it easy to manage your communication with them.
Rather than worrying about who is replying to who, you can see all of your communication logs with leads in one place.
It’s particularly effective for remote sales teams who can’t communicate face-to-face as it saves your team having to send relentless back-and-forth messages over Slack.
You can manage group inboxes with ease, and it’s full of useful features to help streamline and improve email efficiency.
If cold email is a pillar of your sales strategy, then Mailshake is a stellar option for sending them at scale.
It’s a simple product at its core. It lets you upload your sales leads and quickly customize and schedule your emails to send.
Your sales team will be able to improve their productivity as they can send more cold emails in less time.
Document and Asset Sharing
Dropbox is arguably an essential tool for sales teams.
Considering 61% of employees typically need to access at least four systems to get the information they need to do their job, it’s no surprise that having your key sales assets in one central location will boost productivity.
Assuming you have a range of assets like pitch decks, proposal templates, and contracts, your sales teams need to have quick access to them to send to new leads.
With a tool like Dropbox your sales team will save valuable time that would be spent on admin tasks and can then re-invest their time into revenue-generating activities.
If you want a web-friendly system for sending and signing contracts and other sales documents, PandaDoc is a solid choice.
Your sales team can build new proposals with an easy drag-and-drop builder that has built-in support for e-signatures.
You’ll have access to document analytics that lets you see how your leads are engaging with your sales assets and make decisions that help close deals faster.
If your product or service involves a high-touch sales cycle, then Zoom is a great option.
It’s a video conferencing tool packed with useful features and the video tech is fundamentally solid.
Screen sharing lets you easily carry out live product demos, and you can even record your calls to send to clients or use for sales training purposes.
If you’re looking for an alternative to Zoom, Whereby is a strong contender.
It’s extremely easy to use – you set up your room, send the link to a prospect, and they can join directly from their browser.
You can also open up your own Trello or Google Drive files directly in your video window so you can go over documents as a team or share assets with clients.
Sales Workflow Automation
If you’ve ever wondered if you could automate one of your repetitive tasks, with Zapier, you probably can.
You’ll significantly boost productivity, and you might even find yourself canceling other subscriptions once you realise you can build the same functionality in Zapier for free using free tools.
You can create Zaps that do things like:
- Notify your sales reps in Slack when a lead signs a contract
- Update your CRM when a client signs their contract
Once you get used to using Zapier, your productivity will skyrocket, and you’ll wonder how you managed without it.
Increasing the ROI on your sales teams’ time is the key to growing without having to hire multiple new reps at once.
The sales productivity software included in this post is a great start.
Your team will be able to:
- Streamline meeting scheduling
- Improve email productivity
- Identify more qualified leads in less time
Without the right tools, your team will be resigned to manual, repetitive tasks.
With the right tools, your inside sales reps will be able to spend their time doing what they do best: having conversations with leads and closing new business.