Know why your B2B sales team's efficiency is failing?
It’s not because your website is failing to generate leads.
It’s something much closer to home that's scuttling your team's efficiency.
It's your office environment. That's right. Your office environment. It's a key part of your team's success, but office distractions can drive down your team's efficiency.
Distractions are the enemy of efficiency. But only 41% of employees believe they have the tools they need to filter out office distractions. If that's true, it means that most B2B companies are fundamentally failing in this respect. That hurts a sales team's efficiency—and its productivity. And that reduces profits
If you want to boost your sales team's efficiency, eliminate any office distractions that could be hurting performance. And do it now. Time is money. And the longer you wait the more money you lose. Below are four ways you can start removing the office distractions hurting your efficiency.
- Ask for Feedback
Your company should be a team-based effort. So don’t dictate to your employees from the executive level. By doing that, you’re assuming what your employees want from you to work better rather than determining what they actually want from you. That hurts efficiency.
Instead, ask your sales team for feedback. You can’t initiate lasting change without direction from the lower levels. You listen to your customers when launching your B2B sales campaigns, don't you? So why not listen to your sales team when it comes to helping them work more efficiently? They know what they need to succeed. You don't.
A deeper understanding of your employees' needs also improves morale. Never underestimate what a happy workforce can do to help you master of B2B sales.
- Provide Some Privacy
Ten years ago the open office plan was the future. Open offices have everyone working in the same room, so everyone could see—and hear—what everyone else was doing and saying. The open office layout was designed to counter the traditional office layout with its cubicles. It's goal was to relieve the feeling of crushing isolation many employees felt when in a cubicle. Open offices were also supposed to create more team work.
But employees found that the open office design doesn't reduce stress or provide a place for self-reflection. In a busy B2B sales office where everyone is on the phone or on Skype, employees get stressed. They need a place where they can go to to get away from it all and think quietly.
More important, it takes time for someone to recover after being distracted. All it takes to distract an employee is for someone to yell something irrelevant from across the office. Having been distracted, employees can take as much as twenty minutes to regain their focus. That hurts efficiency big time.
Give employees more privacy. There’s no reason to go back to the cubicles. Instead, find a compromise between the two office plans. Provide a quiet room where people can work without distractions.
- Provide Tools for Enhancing Concentration
Even the biggest workplace distractions can be eliminated with the right tools, like Focus, which reduces web search detours. There's also StayFocused, which automatically limits the amount of time spent on certain websites. So encourage employees to use these two tools.
Also, encourage them to filter their email inboxes using the filters provided. That reduces the wasted time they'll spend scouring their inboxes for a specific message.
You can also boost your team's efficiency by issuing everyone a pair of noise-canceling headphones. That gives people a choice of working in silence or not.
Then there's analytics. As the CEO, you need to leverage this tool. Analyze the performance of your B2B sales teams just like you'd analyze sales figures, and track how long it takes to complete tasks. Try to spot which tasks take the longest.
Then ask yourself this question: Do these tasks warrant the time they take? If the don't, make changes, such as assigning specific workers to certain tasks. You may even want to eliminate some tasks entirely.
- Make Removing Distractions a Visible Priority
Removing distractions should be a company-wide priority. Making this effort visible helps make it so. Why make it a priority—because it can help your company grow quickly. Removing distractions isn't the responsibility of just senior executives. Everyone should make removing office distractions a major issue.
A good way to make it so is to announce a drive to reduce distractions at a staff meeting. A simple move like that can make all the difference.
Keep in mind that employees don’t like distractions either. Everyone wants to be as productive as possible.And employees know that office distractions hurts productivity. So while they might not be against distractions for the same reasons as you, it's a safe bet they'll also want to do something about them.
Why You Must Move Now
Why act now? Because time is mone—especially in the B2B world. Every minute lost is another lead potentially down the drain. Noise in your office can be costing you time and you might not even know it. Moving quickly to eliminate that noise ensures that change is implemented faster, which will help you to get the most from your sales team.
Conclusion – Getting Started
Don't wait. Start today to remove office distractions.start with the easy to remove tings. Then move on to bigger things. Also, issue surveys to encourage feedback from employees on distractions. Then think about redesigning the office based on feedback from the survey. Purchase the tools necessary to make it happen. In addition, monitor progress in terms of the time it takes to complete certain tasks. Making these changes will not only boost your sales team's efficiency but also transform it performance.