We’re only human. We’re not all productive, ALL the time.

When taking your sales department into consideration, however, a demotivated or unproductive team can translate into fewer sales and a higher overall cost to the company.

Five sure-fire ways to decrease the productivity of your sales team (and what not to do) include:


 1. Making content difficult to find 

By storing important information in a labyrinth of folders and files, content can be overlooked, recreated or even misused.

If you don’t want to frustrate your sales team, waste their time or decrease their productivity, make sure that your sales material is easy to find and accessible to everyone on the team. 


2. Cumbersome admin

Making your sales people break their groove and record each and every step that they take in the CRM process following a call (such as recording the conversation on your CRM software, sending a follow-up email etc.) disrupts their productivity.

Instead, allow admin tasks like these to be batched to allow for a more efficient outcome.


3. Failing to plan

As the saying goes, “when you fail to plan, you plan to fail.”

An unclear or non-existing sales strategy is the fastest way to throw your entire sales process into disarray and ensures that your company relies solely on luck or odds to convert leads.

An aimless sales team is an unhappy and unproductive sales team.

If you don’t have a sales playbook, clearly outlining your strategy and sales process, you’re gambling with your company’s profits and future growth.

May the odds be ever in your favor.

B2B sales playbook


4. No collaboration

You’ve created amazing content that looks great and would convince an Eskimo to buy ice! Only, it doesn’t. 

Few conversions happen, if at all because your people at the front line, your sales team, weren’t involved in the process. 

Without their input, marketing could still design and create amazing documents.

A conversation is needed between the two departments, however, to ensure that the pertinent content that most prospects want when making their decision is included. 


5. Starting from scratch – each and every time

If you really want to waste people’s time, make them create the material that they need from scratch, reinventing the wheel, each time that they need to send content to a prospect. 

There’s nothing less efficient.

Using templates, providing a starting point where all the key information and branding is already included while still being able to customize each document according to each prospect’s unique situation and needs, will save an abundance of time.

B2B Sales content strategy and creation

Make sure that the templates are continuously updated based on feedback from your sales team, keeping it your sharpest tool in your arsenal.