Productivity is something every company expects from an employee, especially the sales representatives. Sales productivity is the output or end result of the salesperson. It helps the company as well as the salesperson to know the actual potential of the salesperson. 

From the perspective of the business, this is crucial since it allows them to concentrate their efforts on the top-performing salesperson. From the perspective of a salesperson, this helps them understand their true value.

Gaining a whole picture requires a productive mindset. An organization’s total efficiency may be affected by sales output. A decline in the company’s growth can be attributed to a drop in revenue generated through sales.

In this blog, I will tell you in detail about how you can increase your sales productivity. 

What is sales productivity?

To put it simply, sales productivity measures how productively  a salesperson uses their time and effort. Increasing output requires enhancing representatives’ efficacy and efficiency. To put it plainly, you want to maximize output while minimizing inputs like time, money, and effort.

One of the keys to sales efficiency is helping salespeople make the most of their time. A productive salesman prioritizes activities with high impact, such as call preparation, above those with low value, such as administrative work.

A salesperson’s efficiency is measured by how much money they bring in. High-performing salespeople know how to maximize their opportunities and use everything at their disposal to get new clients. Deals can’t be closed without quick access to crucial materials including information, guidance, and training.

How can sales productivity be increased?

Here are 5 ways through which sales productivity can be increased. 

Use the right tools

A recent study found that salespeople only devote 40% of their time to really making sales. The remaining time was spent on a variety of tasks, such as CRM management, follow-up activities, quote and proposal creation, and delivery.

There will be more room for error in sales representatives’ work if they don’t use the proper tool, and that will translate to lower sales productivity. Salespeople can benefit the most from software like HubSpot CRM, which is a customer relationship management system.

Track sales activities

It’s a time-consuming chore to keep tabs on all the moving parts of a sales operation. Still, this is the single most crucial factor in determining sales representatives’ performance. Customizable dashboards are a useful component of customer relationship management software like Hubspot, which helps the sales representative keep track of leads and opportunities.

As an added bonus, Hubspot CRM also allows clients to monitor weekly email and phone activity. If you’re able to keep track of things easily, you’ll see great productivity gains.


HubSpot found that the average sales rep spends 5.5 hours per week just entering data into the CRM (customer relationship management system). If customer relationship management systems can automate this process, sales reps will be able to work more effectively, which will in turn produce better outcomes.

Time can also be saved by using email templates instead of repeatedly typing the same thing. Salespeople are able to devote more time and energy to making sales as a result of all these leads.

Set daily goals

Setting daily goals is an important aspect of a sales rep’s motivational strategy. They will progress more rapidly toward their objectives if they use daily routine goal planning. We feel less strain and tension when shooting at smaller targets than we do at larger ones.

It aids the sales team in knowing its purpose and the path to its realization. It’s beneficial for the business to gain insight into the sales team’s strategies for meeting quota. This means less operator oversight is required.

Proper pipeline

A salesperson’s success is tied to how well they manage their pipelines. Sales leads that are currently engaged in conversation with sales representatives have a higher probability of closing, and so are considered pipeline leads. Knowing if a lead is “hot,” “cold,” “in progress,” or some other stage helps the business as well.

Closing lines

Increased sales productivity is achieved by decreasing the use of other corporate resources to achieve the same or similar objectives. Time, energy, and effort are all examples of resources that could have an impact on sales output. Increases in sales productivity are followed by a rise in firm profits.

I hope the pointers mentioned above were useful to you in understanding more on increasing your sales productivity. To read more blogs visit

                                                                                                                   Editor: Amrutha