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  • Top Sales Magazine

Sales Productivity, Not Just Sales Technology

By: Frank V. Cespedes
  • Format:Electronic
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Abstract

This article discusses the reasons behind the rapidly increasing investments in “Sales Enablement” (SE) technology, including the declining costs of that technology, a change in company cost structures, and a consequent shift in the focus of productivity improvements in many companies. It also presents the results of a recent survey of how these tools are currently used: primarily for lead generation and pipeline management. But any significant use of SE tools beyond these two areas requires a framework for diagnosing sales productivity in that business. The article presents such a framework and discusses where SE tools can make the most impact.

Keywords

Sales; Information Technology; Performance Productivity

Citation

Cespedes, Frank V. "Sales Productivity, Not Just Sales Technology." Top Sales Magazine (August 2017), 22–23.

About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

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More from the Author
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes and Amy Klopfenstein
  • Using Simulations to Upskill Employees By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
  • Aphro Beverages By: Frank V. Cespedes and Amram Migdal
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