Success in sales is all about getting results. While that’s a simple enough fact, the path to getting those results is not so clear. A great rep needs to get a lot done, but that work also needs to offer value to the company. In other words, sales professionals need to be both productive and effective. Despite the similarities, those two concepts don’t mean the same thing.
To get a clearer idea of what sales teams need to know about productivity and effectiveness, we spoke with three expert executives to get their insights. Mike Solow is CEO of Idea Harvest and Wojciech Gryc is CEO of Canopy Labs. Colleen Stanley is founder and president of SalesLeadership, Inc. These leaders in the field not only defined the two concepts, but offered tips for how to best train your team and what tools to use for success.