- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
👍 Sales productivity refers to the relationship between a salesperson’s efficiency (inputs) and their effectiveness (outputs).
Gains in productivity are achieved by optimizing rep’s efficiency and effectiveness.
👊 Sales efficiency refers to optimizing the use of time.
An efficient rep spends time on high-impact activities like call preparation, as opposed to low-impact activities like administrative tasks.
💪 Sales effectiveness relates to a rep’s ability to drive revenue.
A highly effective rep uses available resources to win customers. Critically, these resources — content, guidance, and training — must be close at hand to close deals.
🌈 The relationship between sales efficiency and sales effectiveness can be plotted on a productivity matrix like the one below.
❌ Bottom Performers – Reps struggle to prioritize revenue driving tasks and are overwhelmed by low impact tasks.
❌ Poor Prioritizers – Reps complete low impact tasks at the cost of revenue driving tasks.
✨ Top Prioritizers – Reps prioritize revenue driving tasks against low impact tasks.
🔥 80 Hour Workers – Reps prioritize revenue driving tasks and low impact tasks leading to long hours and burn-out.
#sales #productivity #salesmanagement #growth #content
