Evaluating B-to-B Sales Organizations: The Productivity Quotient

Determining what makes one sales organization “better” than others takes more than just looking at current revenue attainment; those sales teams that consistently outperform others, and do so in a highly predictable manner, demonstrate a pattern of behaviors and characteristics. Our new sales productivity quotient defines the core elements that must be measured and analyzed in order to calculate sales productivity, and takes into account how other functions such as Marketing and product contribute.