In this video quick answer, Tarnjeet Nandra, explains the right balance between activity and productivity sales performance metrics. Check out this 1-minute video, or read the full transcript below.
Yeah, I think productivity really tells you exactly how well you are going to achieve in the end. Where’s your activity? Just really understanding the engagement that you’re going to have with your particular customer.
And I think the activity – many people don’t see this, but the activity can forecast predictability in terms of how well a particular account is doing. Or how an opportunity is doing. And it can help people indicate if that deal is going to be coming in, as well.
So, I think there is definitely a difference between the two. I think there need to be measurements of both and they are equally just as important. Without activity, then you won’t understand that productivity in itself.
Want to see more tips on B2B Sales performance Metrics? Check out the full video of the webinar.