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How to Measure Sales Productivity and Drive Growth
salesmotion.io
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TL;DR: Sales productivity is Output divided by Input -- revenue generated per unit of time, effort, and cost. This guide gives you a framework for choosing the right KPIs, diagnosing where your team loses time, and making changes that turn activity into actual revenue. “The formula is simple: Productivity = Output / Input.” Your Framework for Measuring Sales Productivity
It's crucial to move beyond simple activity tracking. Start by understanding the distinction between tracking and measuring. Tracking tells you what happened. Measuring tells you how well it happened and why. “For example, tracking 100 calls is an input. Measuring how many meetings were booked from those 100 calls is an output.” Defining Your Inputs and Outputs
Your Framework for Measuring Sales Productivity “Many teams fall into the trap of tracking everything, which leads to data overload and zero clarity.” It's crucial to move beyond simple activity tracking. Start by understanding the distinction between tracking and measuring. Tracking tells you what happened. Measuring tells you how well it happened and why.