By her own account, Julia Segel, Senior Director of Sales Strategy & Operations at Catalant Technologies, gets heartburn when she can’t concisely explain what “good” looks like for a company. Fortunately, her years spent using data to optimize efficient sales inputs and effective sales outputs have given her the toolset to identify what “good” is — and then make it better.
Listen to Julia and Jeremey parse through the pros and cons of ruthless prioritization, how to start transferring the top-seller productivity to the rest of the company, and the importance of selling Scholastic wrapping paper.
I have been thinking a lot about sales productivity in terms of two vectors. One I think about as “efficiency.” So I think of that as like the inputs to the process: “How do I make better use of time or capacity or tools?” And then, “effectiveness” is more of an output: “How do I make sure a seller can run a more productive discovery call, etc?” The challenge in thinking about sales productivity is that my team, at least, zeroes in on the former, on efficiency. And it’s actually I think personally, much more powerful to get the effectiveness right, but that’s a lot murkier.
Listen below to the entire podcast episode or on Apple Podcasts here.
If you have a passion for the art and the science of sales, are looking to further your career, or just want to hear some great, practical tips, ‘Hey Salespeople’ is the podcast for you. Subscribe so you can follow along as Jeremey interviews the brightest minds in modern sales to bring you immediately actionable advice. Listen and subscribe here.