Article
Top Sales Magazine

Sales Productivity, Not Just Sales Technology

Format:Electronic

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.