The importance of Data Accuracy & Visibility in sales productivity
Posted: Mon Jan 06, 2025 4:04 am
The next principle to explore is data accuracy and visibility, which is honestly a win-win for sellers and customers.
It’s a win for your customers, giving them a consistent path from the very first touch through product adoption and onto renewal. They’ll feel understood and appreciated because you are able to provide them with relevant personalized messages.
For your sellers, they’ll spend less time finding information and more amazon database time strengthening relationships and selling, which of course is what we need them to be focused on! The more you concentrate on the upfront work of keeping data accurate and visible, the more your sellers can spend time on the things that matter most with the additional context they need in their day-to-day.
Examples of Data Accuracy and Visibility in sales productivity:
Enrolling contacts into sequences Sophisticated lead routing to improve marketing-sales handoffs
Creating a better buyer experience and removing friction points Using AI tools to drive productivity (real-time writing support, coaching, content suggestions, etc.)
The importance of Performance, KPIs & Coaching in sales productivity
I come from a coaching background in sports performance, and this principle is probably the one that I am most excited about when it comes to revenue operations and sales productivity. When you’re looking at performance metrics, KPIs, and coaching through the sales and revenue leader lens, three key things need to happen to make this principle work magic for you—and your business:
Align sales goals to business objectives. I can’t stress the importance of this enough. Sales goals and business objectives should be evaluated frequently enough that they can adapt to a changing market, but not so much that they produce a confusing, misaligned environment. Bring in your proper stakeholders to chime in on these conversations to ensure everyone is marching in the right direction with the right goals in place.
Along with your goals, you should also be reviewing performance on a regular basis, as this will help you spot issues before they become detrimental to your business. It may also help you spot trends among the team so you can scale solutions within their overall professional development to enhance performance and productivity.
Be transparent with your goals and KPIs so that members of the team can see where they stand, and who is performing very well. Encourage sharing what is working, and recognize people for great work. This will create a team coaching environment where each member of the team can learn from each other.
And finally, you want your coaching to be proactive and laser-focused on productivity.
Examples of Performance, KPIs & Coaching in sales productivity:
Daily shared dashboards of team progress and performance Weekly marketing campaign analyses
Weekly sales review meetings An ICP go-to-market strategy, created by RevOps then reviewed/approved by all senior leaders within the business
The importance of Technology Integrations in sales productivity
Bridging those gaps between your tech and your overall alignment among, well, humans, is critically important. But to keep everyone aligned and informed of how sales performance and productivity are helping to meet business goals, an evolved tech stack is a foundational must-have.
That’s why the last (but certainly not least!) principle is all about technology integration. This could be about introducing new tech, consolidating tech, or avoiding tech stack fatigue. You’ll want to re-evaluate if the tools or software you have on hand are contributing to your overall sales productivity, or if it’s actually causing a friction point. (It’s all connected, as these may well be the friction points you’ve pinpointed through frequent performance and productivity reviews.)
It’s a win for your customers, giving them a consistent path from the very first touch through product adoption and onto renewal. They’ll feel understood and appreciated because you are able to provide them with relevant personalized messages.
For your sellers, they’ll spend less time finding information and more amazon database time strengthening relationships and selling, which of course is what we need them to be focused on! The more you concentrate on the upfront work of keeping data accurate and visible, the more your sellers can spend time on the things that matter most with the additional context they need in their day-to-day.
Examples of Data Accuracy and Visibility in sales productivity:
Enrolling contacts into sequences Sophisticated lead routing to improve marketing-sales handoffs
Creating a better buyer experience and removing friction points Using AI tools to drive productivity (real-time writing support, coaching, content suggestions, etc.)
The importance of Performance, KPIs & Coaching in sales productivity
I come from a coaching background in sports performance, and this principle is probably the one that I am most excited about when it comes to revenue operations and sales productivity. When you’re looking at performance metrics, KPIs, and coaching through the sales and revenue leader lens, three key things need to happen to make this principle work magic for you—and your business:
Align sales goals to business objectives. I can’t stress the importance of this enough. Sales goals and business objectives should be evaluated frequently enough that they can adapt to a changing market, but not so much that they produce a confusing, misaligned environment. Bring in your proper stakeholders to chime in on these conversations to ensure everyone is marching in the right direction with the right goals in place.
Along with your goals, you should also be reviewing performance on a regular basis, as this will help you spot issues before they become detrimental to your business. It may also help you spot trends among the team so you can scale solutions within their overall professional development to enhance performance and productivity.
Be transparent with your goals and KPIs so that members of the team can see where they stand, and who is performing very well. Encourage sharing what is working, and recognize people for great work. This will create a team coaching environment where each member of the team can learn from each other.
And finally, you want your coaching to be proactive and laser-focused on productivity.
Examples of Performance, KPIs & Coaching in sales productivity:
Daily shared dashboards of team progress and performance Weekly marketing campaign analyses
Weekly sales review meetings An ICP go-to-market strategy, created by RevOps then reviewed/approved by all senior leaders within the business
The importance of Technology Integrations in sales productivity
Bridging those gaps between your tech and your overall alignment among, well, humans, is critically important. But to keep everyone aligned and informed of how sales performance and productivity are helping to meet business goals, an evolved tech stack is a foundational must-have.
That’s why the last (but certainly not least!) principle is all about technology integration. This could be about introducing new tech, consolidating tech, or avoiding tech stack fatigue. You’ll want to re-evaluate if the tools or software you have on hand are contributing to your overall sales productivity, or if it’s actually causing a friction point. (It’s all connected, as these may well be the friction points you’ve pinpointed through frequent performance and productivity reviews.)