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Growth is on everyone's mind, and one of the biggest growth opportunities is making sales more productive. Given the rapidly changing selling environment, now more than ever, top sales performance requires building the right sales model.
In the video below, Dianne Ledingham, head of Bain's Global Sales and Channel Effectiveness team, discusses how companies can transform their salesforce to drive organic, sustainable growth.
Bain has prioritized six tools that can radically improve sales productivity and power profits. Dianne speaks to the top two: customer sweet spot and coverage and capacity.
When sales organizations follow this approach, they perform. Bain has seen companies realize EBITDA improvements of up to 25%, cumulatively, over a period of time.
To learn more about each of the six key levers to improve sales productivity, read How leaders get the most out of their salesforce.