Many sales teams have struggled to adjust to life during the pandemic. Some teams were forced to eliminate jobs or reduce hours. Others found themselves trying to be productive while working from home. As a result, your sales team may feel a bit smaller.

Fortunately, editor Audrey Weber says that sales managers can help their sales reps reach their pre-pandemic goals by following a few helpful tips. In this issue of Promotional Consultant Today, we share Weber’s guidance on how to improve sales rep workflows and boost their productivity and efficiency.

Tip No. 1: Adjust your current efforts. As businesses begin to reopen, Weber says now is an ideal time to identify what works and what doesn’t in your sales strategy. Think about the sales efforts that produce the most results. How can you scale these efforts? According to Weber, it’s crucial to analyze and double down on the sales actions that drive results. Steer clear of efforts that do not center on data.

Tip No. 2: Take advantage of automation when you can. Sales has always been a fast-paced profession. If you find yourself with a smaller team, it’s especially important to leverage automation to keep up. Aim to automate those activities that can streamline your sales reps’ workload. For example, look for new tasks to automate in your CRM tool. Can you set up triggers that allow sales reps to quickly respond to prospects? Any time-saving act is helpful.

Tip No. 3: Re-evaluate your messaging. Is your messaging relevant to customers and prospects considering the current global climate? If not, take time to adjust it. By using timely and relevant messaging, you stand a much better chance of sparking engagement. Weber recommends segmenting your messaging by relevant trends. No matter the industry, everyone has been impacted by the pandemic. Try a brainstorm session to gain insight into what your customers are facing right now and how your value proposition must shift to be relevant.

Tip No. 4: Devote time for training. Considering that sales reps have been thrust into remote work and may now be returning to the office, now is the time to make sure they have proper training. Weber encourages sales managers to make sure that sales reps now how to use their sales tools and that they have all the resources they need to be successful. Try holding dedicated office hours or training calls to help reps along. By investing in your people, processes and technology while operating on a smaller scale, Weber says you are taking steps to lay the foundation for future growth.

Whether or not you have had to scale back the size of your team, it may feel like you are tasked to do more with less people. Many sales organizations are in the same boat. To help improve your team’s workflow, consider following the tips above.

Compiled by Audrey Sellers

Source: Audrey Weber is the associate editor of the Outreach blog and manages the Outreach social media channels.