How to achieve B2B sales team efficiency - Web Insights
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    How to achieve B2B sales team efficiency

    May 11, 2021 | 4 minutes

    Brought to you by, Rachel Dettmer

    As the B2B landscape has shifted throughout the years, there are now many competing tasks for a sales representative that distract from revenue-generating activities.

    Research suggests that, on average, sales representatives spend only 14 hours of a 40-hour working week actually selling. In a profession filled with time-consuming administrative tasks, it is no surprise that quota attainment numbers across the sales sector have declined over the past decade. For Enterprise organizations, we understand that every moment that can generate new business is crucial.

    So, what does this mean for your organization?

    Simply put, your business may not be achieving the results it deserves. In the B2B landscape, all revenue-seeking businesses need their created opportunities to convert into sales. A sales team is a fundamental component in driving revenue for a business. The value of a strong marketing presence, creating excellent sales-qualified leads (SQLs), is highly dampened by a sales team that cannot fully capitalize on the opportunities created.

    Why sales team efficiency matters

    According to Clarity International, sales productivity is the biggest challenge for  65% of B2B organizations. And, Forbes states that 62% of a sales representative’s time is spent in sales technology, yet only 22% of representatives follow a time management structure.

    A well-organized and efficient sales team is crucial in delivering results for your business, and a large amount of responsibility falls onto their shoulders.

    In a B2B buyer’s journey, the voice of a sales representative encompasses the collective identity of your organization, becoming a prominent point of contact for communications between businesses. Largely, sales representatives need to focus their efforts on prioritizing crucial tasks, such as identifying the ideal prospects, determining their needs and adapting their sales strategy. And, most importantly, closing deals.

    If a sales team cannot manage and undertake these tasks efficiently, they are being held back from generating better ROI. Therefore, understanding how your sales team is spending their time will allow you to identify how they can be more efficient. 

    Refine your sales strategy with automation

    G2 claims that organizations utilizing effective sales enablement strategies see an increase in sales by up to 20%. It’s always worth considering if your sales team has all the right tools to enable their sales activity. Many large organizations claim that poor data quality directly harms, not only the quality of leads produced, but the overall productivity of their sales teams, too. To streamline the process of obtaining sales-qualified leads (SQLs) and, to ultimately obtain higher quality data, investing in the best lead automation tools and CRM integrations will not only save your sales team time, but ensure they have a high number of excellent-quality leads to fuel their activity and generate more revenue for your organization.

    Industry-leading website visitor automation technology, such as Web Insights, enables their users complete visibility on:

    • The businesses visiting their site – providing contact information of the key stakeholders to facilitate SQLs. 
    • Which pages they have viewed – indicating their progress in your buyer’s journey or by the stage in your sales funnel. 
    • Where they have come from – enabling you to identify the high-performing communications that have led them to you, allowing you to tailor your sales communications effectively. 

    With its seamless automation tools, this allows organizations to deliver sales-ready leads to their sales team – removing the otherwise lengthy administration processes of obtaining leads and allowing them to focus on the tasks that really matter.

    Web Insights cuts out the noise to deliver insight to B2B organizations – precisely where and when it is required. Our high-end software solution is a world-class business growth enabler, assisting brands to become more efficient and effective, capitalizing on every website opportunity in real-time.

    The technology instantly recognizes website visitors and automatically routes them to the relevant person within your business – the ultimate solution for marketers looking to optimize lead generation, embrace automation, and do so without disrupting busy, high-performing enterprise teams. Automated, intelligent lead generation, immediate website visitor insight, and seamless integration – every time.

    Meet the author

    Rachel Dettmer

    Content Marketing Manager

    Rachel has over seven years of corporate and award-winning agency experience in marketing and content creation across multiple sectors.