Using Sales Productivity Analysis To Build The Case For Sales Investments

Improving sales productivity is critical to ensuring that the chief sales officer (CSO) can consistently achieve sales targets. Too often, CSOs lack solid data on what is driving or hampering productivity in their sales teams. To make the most cost-effective productivity improvements, CSOs must work proactively with their sales operations teams — using productivity analysis tools to identify productivity gaps, proposing approaches to address those gaps, and estimating the impact of those changes. In this report, we show how the CSO and sales operations can use a four-step approach to identify, prioritize, and communicate the value of sales productivity improvements.