“Sales productivity is a giant issue for chief executives and boardrooms everywhere,” says Joe Gustafson, CEO of Brainshark. And he’s right. In fact, according to a recent Forbes Insights research report, 71% of C-level execs believe sales productivity is CRITICAL to achieving growth.
Gustafson also comments on the fact that less than half of the deals that sales reps tell their bosses they will commit to, end up closing. “So you actually have a better chance of going to Las Vegas and betting on red or black, than you do on betting on the accuracy of your forecast. And that’s a big issue; how can you possibly run your company like that?”
Identifying the issue is one thing. Solving it is another. To hear the three pieces of advice that Gustafson offers to other C-level executives for driving sales productivity, watch the short video below.