Looking to Improve Sales Productivity in 2017? Examine your current Performance

Most companies' fiscal year may be underway, but there is still plenty of time to figure out how to improve your sales organization's numbers and set your team up for a successful 2017.

There are two ways to reach your sales goals—an all-out race to the finish line, and, structured improvements that aim to help sellers be more productive. If you can hone in on revamping sales productivity, the benefits will surely impact performance and revenue.

Our partner, Lenati recognized that this is easy to say (but harder to execute) based on their work with many sales organizations that struggle with priorities and how to effectively enable sellers.

Lenati gave us some great key questions that all sales leaders should consider:

• What are some new ways to increase sales effectiveness or efficiency?
• Where are the gaps?
• Which sales enablement opportunities should you prioritize?
• What are all the sales enablement drivers your sales org should be addressing?
• How are other sales orgs (including competitors) addressing these issues?
• What does your sales org do well to enable sellers?
• Which sales enablement opportunities should you prioritize?

These are hard questions for management to face, but getting the right answers could mean the difference between exceeding this years targets and continuing to underwhelm. So where do YOU start?

The best place to start is with an audit of your current performance against the key drivers of sales enablement. Lenati has created a Sales Enablement Optimizer tool to help sales leaders measure current performance and provide recommendations for 2017 improvements.

This sales planning tool will allow you to:

• Share your findings via customized report with your internal sales organization
• Audit your sales organization against the sales enablement benchmarks
• Plan your investment strategy for 2017
• Identify the enablement drivers that will have the highest value and impact

To set yourself on the path to better Sales Enablement in 2017 with a clear action plan for success, start your assessment here.