Sales productivity
After spending some time thinking about ways to drive productivity across my team, I started to categorize my thoughts based around different ways to approach a performance improvement opportunity.
In practice most sales performance issues tie back to multiple factors but I’ve found it helps me to separate these concepts when diagnosing any sales issue or thinking about how to drive sustainable sales improvement across the board.
Here are the different ways I think of driving productivity across a sales team framed by diagnostic questions you might be asking yourself regarding why your team isn’t hitting target.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
