Sales productivity in an era of increasing commercial complexity

Key takeaways

• Sales productivity is no longer measured solely by activity levels. It reflects how effectively sales teams convert opportunities into profitable revenue.  
• Increasing commercial complexity requires organizations to improve forecasting, customer prioritization, pricing alignment, and sales execution simultaneously.  
• High-performing companies use customer segmentation, predictive analytics, and value-based selling to increase productivity without simply adding headcount.  
• Sales performance metrics should focus on revenue quality, customer lifetime value, and commercial outcomes rather than isolated activity measures.  
• Upselling…