Skip to main content
Iconixx Insights BlogSales Performance Management

On time: How sales effectiveness software enhances productivity

By October 18, 2016January 16th, 2023No Comments

Time is a funny thing. It’s the measurement we base many aspects of our lives around – the recently observed Daylight Savings Time is a prime example. Despite how time manages us, it can seem difficult to manage time. However, this isn’t a philosophical exercise. One of the most challenging parts of any sales environment is making productive use of time. Since our perceptions about how we use time can often be vastly different than reality, this effort would be a lot easier if there are tools that can actually reveal how we use time. Sales effectiveness software is highly valuable for just this reason – it can provide insights about time management that may otherwise escape our notice. 

Managing time productively is the sign of a smart company. Shortening sales cycles and speeding up order processing are two ways that sales teams look to better distribute their time, wrote Smart Company contributor Sue Barrett. At the same time, velocity and volume shouldn’t come at the expense of quality. Sales teams increasingly rate the effectiveness of lead generation and reeling customers in based on the quality of the catch, rather than simply on the number of the fish. Therein lies the challenge – how to accelerate sales cycles and increase quality simultaneously. 

Using sales effectiveness software to boost time management
As anyone who works in sales knows, timing is everything. People aren’t as likely to bite on a pitch on a Friday afternoon before a long weekend. The sales team member might not be at his or her best, either. A granular look into the best times of day for different parts of the sales cycle can help organizations refine their strategies. Without sales effectiveness software, it’s difficult to generate data that would make this effort worthwhile. This software can generate metrics that track how successful making contact and lead qualification efforts are at different times of day. An employee might stick out as an anomaly, or it may be evident that the entire team sees a drop in performance at a certain time. 

Armed with this knowledge, sales teams can take steps to revise their sales cycles, thereby making future efforts more effective. They can also reorganize the workday to improve overall productivity, wrote Business 2 Community contributor Lauren Licata.

“Once you have that basic understanding of your strengths and weaknesses in regard to scheduling, then you can make better choices about how to plan your workday,” Licata wrote. “Put your major meetings with clients at a time when you know you’ll be on the ball so that your customers get the best experience. Make your cold calls when you’re at your mental peak. Catch up on paperwork or data entry at your quiet, low energy times when you’re best suited for repetitive work.”

Leave a Reply

Close Menu
Ballast Point Ventures

Ballast Point Ventures is a later-stage venture capital fund established to provide expansion capital for rapidly growing, privately owned companies in diverse industries, with a particular emphasis on companies located in Florida, the Southeast, and Texas. The BPV partners have more than 70 years of combined experience investing in and building high-growth companies in a number of industries, including healthcare, business services, communications, technology, financial services, and consumer goods. BPV has $200 million under management and seeks to make equity investments ranging from $3 million to $10 million.

Harbert Management Corporation

Harbert Management Corporation seeks to generate superior returns for their investors by identifying and investing in the most promising early growth stage companies in the Southeastern U.S. HMC seeks to capitalize on what it believes are compelling regional dynamics, such as a strong and fast-growing economy, significant research and development activities, and an established entrepreneurial community. The HMC team combines substantial investment, advisory, and operating experience with capital and networking contacts to support great entrepreneurial teams in successfully executing their growth plans. With offices in Birmingham, Alabama; Richmond, Virginia; and Gainesville, Florida, it’s well positioned to partner with entrepreneurs throughout the Southeast.

KBH Ventures

KBH Ventures was an early investor in Iconixx Software. KBH's investment philosophy plays a significant role in the firm's successful track record. KBH believes in running businesses to be cashflow positive and profitable every month. Startups and companies in a startup mode, such as one that has been purchased in distress, are expected to generate revenue within the first six months and reach profitability within the first 12 to 18 months. KBH also only invests in or acquires companies that are in the startup phase or have less than $20 million in revenues. KBH targets technology companies that offer business-to-business services.

S3 Ventures

S3 Ventures is an early expansion and growth stage venture firm with $200 million under management. It’s focused on information technology solutions that solve large business problems. S3 also invests in medical devices that improve the human condition. S3 invests in category-defining opportunities. It partners with the team and help focus methodically on what it takes to build a successful company. S3 today helps talented entrepreneurs take their technology and market knowledge and form valuable businesses in a repeatable fashion. Investment sizes start at several million or more for Series A, B, and C financing.