Publications
Publications
- Top Sales Magazine
Sales Productivity, Not Just Sales Technology
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.