Improving B2B Sales Productivity

January 1st, 2018

With contributor:

Steve Silver

Summary

Sales leaders often struggle to understand how to make their sales teams more productive, focusing on revenue as the sole measure of productivity. Sales leaders can improve sales productivity only if they have a deep understanding — backed by data — of which productivity inputs lead to top performance. In this report, we present the Sales Productivity Quotient Model, which demonstrates the productivity inputs with the greatest impact on revenue growth, diagnoses current productivity state, and prioritizes productivity levers that produce better revenue results.

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