How to Improve Sales Productivity

Sales productivity is the #1 challenge for B2B organizations and it continues to decline. Consider these 7 helpful hints for increasing sales productivity.

Activity is the illusion of accomplishment

Are you suffering from org chart disintegration? Since the recession of 2008, many companies have been operating lean — keeping the “do more with less” philosophy alive. While this seems like an effective way to maximize productivity while minimizing expenses, it has a harmful side effect. At the VX Group, we believe many companies – especially mature ones — are now seeing org chart disintegration – as people in traditional leadership roles are now devoting more time to short-term tasks [...]