Everybody defines sales productivity differently; and as such, everybody has different approaches for attaining it. Joe Gustafson offers two approaches for getting more productivity or “yield” out of each rep. He says you can increase efficiency, meaning give more time back to a sales rep; or you can increase effectiveness, meaning make them better at what they do.
Watch this short video to learn how focusing on sales rep effectiveness can be a gateway to increased sales productivity.
Looking to drive sales productivity at your organization? Learn more about how Brainshark can help.