Hiring more salespeople is not the only way to increase sales activities.
It’s true. But it may not be what you think. Plenty sales software helps teams perform specific behaviors more efficiently, resulting in pockets of increased productivity.
We’re talking about a tool that reinforces the fundamental sales activities that lead to closing business. Hundreds of modern sales leaders have invested in the software and are seeing immediate ROI. And the investment is more cost-effective than hiring and onboarding a new team member.
What’s their secret? Sales activity management, of course. The suite of software and services
allows sales executives to take high-level initiatives and break them down into controllable day-to-day activities for their salespeople. As a result, it creates world class front-line sales managers who coach with consistency and use actionable data to drive results.
With this guided selling approach, modern sales organizations maximize their ROI through increased sales productivity and CRM adoption. Here are five companies who increase sales activities with this type of system. (Disclosure: These are LevelEleven customers.)
How these modern sales teams increased sales activities
1. CVS
- Industry: Healthcare
- Employees: 5,000+
Sales activity management helps CVS Caremark Corporate strengthen Salesforce adoption. In just one month, the CVS team increased the number of completed fields in Salesforce by 700 percent.
“LevelEleven has made our staff aware of the need to populate all fields in Salesforce. It has changed the mindset of our reps. They are more focused when working an account,” said Rose Balduaf, CVS National Inside Sales Manager, Oncology.
2. Staples
- Industry: Retail
- Employees: 10,000+
Sales activity management helps Staples’ sales team stay focused on the critical sales activities that matter, which led to a staggering increase in revenue. After using the system, Staples sales reps increased key selling activities by 182 percent. They also doubled the number of opportunities created.
“People need to be able to see [their KPIs] and have easy access to it. This is something we found very appealing about the LevelEleven tool, to keep people’s eye on the game, and know that they had visibility on how they were doing at any point.” said Amy Appleyard, former VP of Sales at Staples Advantage.
3. Veritas
- Industry: Technology
- Employees: 5,000+
Veritas uses sales activity management to dramatically increase performance around its key sales KPIs. After roll-out, the number of contacts created increased by 130 percent, proposals sent increased by 105 percent and meetings scheduled increased by 700 percent.
“We have immediately noticed a shift in selling behaviors among our sales workforce and most importantly, a renewed focus on targets and customer support,” said Michelangelo Forgione, Veritas Release and Readiness Manager.
4. Ryerson
- Industry: Manufacturing
- Employees: 1,000+
Sales activity management helped Ryerson immediately increase revenue by getting their sales team to focus on the behaviors that lead to sales. When Ryerson implemented the system, the sales team increased reactivated accounts by 60 percent. They also increased qualified calls per month by 150 percent.
“LevelEleven has helped to keep our sales team focused. We have never seen results like this, and we expect continued growth as a result of the LevelEleven platform,” said Jason Pounders, Ryerson Inside Sales Manager.
5. Paycor
- Industry: Finance
- Employees: 1,000+
Paycor uses sales activity management to get hyper focused on high-value selling activities that lead to winning more business. The system enabled team members to increase key account meetings by 55 percent. What’s more, management was able to cut onboarding time from six to three months.
“LevelEleven allows me to course-correct in real time and takes the noise out so my reps can focus on the critical few things that will move the sales needle. The overall value is that I have individual salespeople that sell more and are productive faster,” said Janet Jansen, Director of High Velocity Sales at Paycor.
These are just a few examples of how modern sales organizations benefit from driving the right sales activities with technology. Find more success stories here, or use this ROI calculator to learn what you could achieve with sales activity management.
