Understanding the relationship between sales productivity and effectiveness, and distinguishing between the two.
Identifying productivity fallacies, sales blind spots, and pipeline leaks to pinpoint areas for improvement.
Learning a process for value mapping sales productivity to understand the impact of various sales activities.
Gaining practical tips and strategies to make meaningful improvements over time.
Imagine a sales manager at a team meeting, reviewing the latest numbers. She says, ‘We’re behind on our sales goals; we need to be more productive.’ Everyone nods in agreement, but what does that really mean? The team is already completing tasks, following instructions, and even putting in extra hours, yet the results remain the same. Is there truly room for improvement, or productivity just a buzzword used to push the team to work harder? If there were an obvious solution, the team would already be implementing it. So, what’s next?
Productivity is often seen as an operational concept that’s hard to apply in sales, where the focus is different. Many interpret productivity as simply doing more, leading to the common mistake of working harder, not smarter. This mindset can create blind spots, result in productivity fallacies, and cause leaks in the sales pipeline. Without taking the time to map and critically examine what we do and why we do it, these issues remain unnoticed.
In this Virtual Classroom, we will explore how to chart sales activities in terms of importance and effectiveness, allowing us to see our work from a new perspective and consider fresh approaches to achieving our goals. After all, productivity without results is just a frustrating hobby for a salesperson.
About the Expert
Aaron Jacobs is a seasoned sales, leadership, and customer service trainer with a global client base. As the founder of Scorecard Sales and creator of the Scorecard app, Aaron helps salespeople refine their processes, boost productivity, and achieve outstanding results. His training methods are practical, straightforward, and designed to be accessible to everyone. With adeep passion for both business and teaching, Aaron has spent his career training, coaching, managing, and mentoring professionals across diverse industries.
When he’s not leading webinars or working with clients, Aaron enjoys horticulture and is actively involved in community service.
