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