How to Improve Sales Productivity: A B2B Leader’s Framework
Key Takeaways Focus on Revenue-Centric KPIs: Shift measurement from activity metrics (e.g., call volume) to outcome-focused KPIs like Lead-to-Opportunity Rate, Sales Cycle Length, and Customer Acquisition Cost (CAC) to accurately gauge productivity. Eliminate Administrative Debt: The most immediate productivity gains come from automating high-frequency, low-value administrative tasks. Focus on automating lead routing, activity logging, and … Read more