How Do High-Performing Companies Escalate Sales Productivity?
Company performance growth is shown by its sales productivity. There are selected initiatives that can deliver sales productivity gains. How do high-performing organizations increase its sales productivity will depend on some factors, such as: • effective allocation of sales activity by role; • activity differentiation during high-growth periods; • effective use of high-touch communications with customers; • appropriate incentive pay plan design and • administrative activity allocation This year, the areas of concern of the study are 2 (two) critical sales positions, New Business Developer (NBD) and Account Manager (AM) and how these structures are able to enhance companys performance and growth. The study surveyed those positions on 4 (four) main aspects: the characteristic of top-performing NBDs and AMs, sales productivity driven by the company for these levels, impact of companys growth level to NBDs and AMs sales activities focus, as well as performance and value impact as a result
