1022: True Sales Productivity, with Rob Kall

Rob Kall is the CEO of Cien, Inc. On today's episode we talk about about productivity in sales. In particular, how to measure true sales productivity. Not activity. Productivity. This is one of my favorite topics in sales. Rob's too. Why? Because most sales leaders operate with a fundamental misunderstanding of what productivity means in sales. They don't get it. But, they definitely should. Because without this understanding, sales leaders continue to be in the dark about how to improve sales performance, forecast growth and much more. So, Rob shares with us the additions they've made to Cien to measure true sales productivity and how Cien's customers are using the data to make better decisions. More on Andy: Connect on LinkedIn Pre-Order Andy's book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast