Chapter 9Increasing Sales Productivity
Productivity Improvement Is Not the Panacea
Although productivity is commonly noted by management and sales reps as an initial area they want to improve, I’m not as enthusiastic about focusing on this area. Firstly, there is only so far that the needle can be moved with regard to productivity. Although we can facilitate improvements in this area it’s usually not the root of a turnaround issue, nor is it the lowest-hanging fruit for improving profitability and growth. Secondly, and more importantly, the return on increased productivity is usually not as great as the return on an increased focus on higher-priority business, optimization of positioning, pricing, value, and other areas, which will more quickly ...
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