Need to Fix Low Sales Productivity?

Here are Three Root Causes Every Senior Executive Needs to Know

by Michael J. Webb

Improvement in sales productivity doesn’t grow on trees. Once you understand what is really involved, the causes of statements like these jumps out at you:

• Company President: “I really like the new sales process you helped us design. Now, I expect my Sales VP to implement it. After all, I pay him enough.”
• Director of Marketing: “I understand how the Voice of the Read more

Why Is Sales Productivity So Hard to Improve?

Should sales productivity be improving in your company?

If it should be, then year over year you should be able to measure the increase in whatever Output / Input terms you chose:

Revenue Cost of sales (and marketing)

Quantity of orders Quantity of opportunities

Revenue Full-time Read more

Which is More Important to Sales Productivity: Divison of Labor, or Quality?

I received the following interesting question from Becky Smith, Founder and CEO, www.triagetraining.com Hi Mr. Webb, I’m an avid reader of your missives – thank you.  I too follow Justin Rolf-Marsh at Ballistix.  As I read your article of how the sales process was Read more