John Cousineau Articles
Sales Productivity is All About Outcomes (so why focus on inputs?) - Click To Read Article
Selling business-to-business is all about outcomes (sell enough, and your commission will increase). Yet many companies looking to improve their results focus, today, on improving their inputs. B2B sales productivity requires a focus from beginning to end on outcomes. Sales efforts aren't productive if they don't yield sales and get prospects to progress towards sales. Proof of sales is dead easy. Proof of the latter is much harder. It's commonly based on what Rep have done and their impressions of their prospects' interests. Give Reps better, more precise, data on their prospects' interests, and help Reps (using this data) invest their efforts wisely, and their productivity will improve. Sales cycles will shrink. We've proven it.
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