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Three Strategies to Boost Sales and Marketing Productivity

Our new research shows what the most productive companies do differently.

By Jordan Lee, David Schottland, Peter Henle, and Jens Friis Hjortegaard

First published on junho 05, 2023
min read


This article originally appeared on HBR.org. It’s almost axiomatic that growing revenues will require adding sales and marketing costs at the same rate. Most heads of sales and marketing believe in their bones that their teams cannot get more productive over an extended period. Teams can find cost-cutting and efficiency tweaks, yes, but not full-blown, sustained productivity gains. This is a damaging, self-reinforcing belief—and our research shows it’s not necessarily true. Read the full article on HBR.org (subscription may be required). Related Video The Opportunity for B2B Sellers in a Downturn Bain's Jordan Lee and Steve Crowe discuss how companies can continue to grow their business during turbulent times.

This article originally appeared on HBR.org.

It’s almost axiomatic that growing revenues will require adding sales and marketing costs at the same rate. Most heads of sales and marketing believe in their bones that their teams cannot get more productive over an extended period. Teams can find cost-cutting and efficiency tweaks, yes, but not full-blown, sustained productivity gains. This is a damaging, self-reinforcing belief—and our research shows it’s not necessarily true.

Read the full article on HBR.org (subscription may be required).