HomeResearch Articles Improving B-to-B Sales Productivity

Improving B-to-B Sales Productivity

  • Sales leaders often struggle to understand how to make their sales teams more productive, focusing on revenue as the sole measure of productivity
  • Even when a sales organization’s performance to quota is satisfactory, focusing exclusively on revenue attainment as the measure of productivity won’t help a CSO prove to the CEO what future growth targets should be
  • Sales leaders can improve sales productivity only if they have a deep understanding – backed by data – of which productivity inputs lead to top performance
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