Defining Sales Productivity and Sales Performance

The definitions of these two words, productivity and performance, are mysteries to white collar salespeople based on our conversations with hundreds of business owners and salespersons. I think part of the explanation why productivity and performance are mysterious is the definitions have probably never been clarified. Selling for independent salespeople originate primarily from passing state exams or by completing professional attorney, medical or CPA certifications to conduct business. For these reasons, no one has raised the questions what productivity and performance truly mean. I would like to recognize a good friend on this podcast. Her name is Teresa Nuno. She and I coached youth soccer together for about 7 years when our two sons played on the same teams. I’m including Teresa’s name in this podcast because, as a person close to beginning her real estate journey, Teresa is a big 321 fan! She’s a fan not just because she knows me and my selling background.