Monthly Archives: May 2010

One of the recurrent themes of executive briefings at Sirius Decisions’ 2010 Summit was that sales productivity will be the next thing forward thinking marketing and sales leaders turn their attention to. Joe Galvin of Sirius Decisions suggested, as part … Continue reading

Posted in Metrics, Process, Productivity, Results, Return on Effort, Sales cycles | Tagged , , | Leave a comment

If You Thoughtfully Provoke Change, Sales Productivity Will Improve

In my view, improving B2B sales productivity requires provoking sales people to confidently change what they’re doing to improve their Return-on-Effort. This requires giving them a viewfinder that lets them kill tactics that aren’t working and inspires them to practice, … Continue reading

Posted in Change management, Metrics, Productivity, Return on Effort | Tagged | 1 Comment