Gartner Blog Network

Posts from Date:   2019-6

Sales Productivity Improves Decision Making

by Dave Egloff  |  June 26, 2019

In my last blog post, I talked about the intricacies in calculating sales productivity in a complex sales environment.  I ended that post with this statement, “Despite being nuanced, creating a good sales productivity metric is worth the effort.” Calculating sales productivity is indeed beneficial and allows sales leaders to improve decision making and assess […]

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Complexity of Sales Productivity

by Dave Egloff  |  June 10, 2019

Seller productivity is a popular metric for many sales leaders. Simply stated, sales productivity can equal the revenue generated by the seller’s book of business.  However, as sales organizations evolve and sales roles expand, productivity metrics become complicated. Here are a few wrinkles that may pose a challenge: Team-based Selling How do you measure seller […]

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