Episode #112: Solve for the Right Productivity Challenges, with Rob Käll

Sales productivity can be measured dozens of ways. Choose the wrong measure for your organization and — guess what — you’ll be wasting your time. Join Rob Käll, CEO of Cien, as he shows how to take an AI-first approach to productivity and reap the rewards of doing so. The total value of a deal, for example, is an easy way to measure rep performance. But it only looks at half of the picture. Find the value of leads given and apply that measure. Then you’ll have a roadmap for taking team performance, and your success, to higher ground.   Guest: Rob Käll (https://twitter.com/robertkall) Host: Kevin Micalizzi (https://twitter.com/kevinmic)   Related resources:  • The Missing Metric Between Productivity and Performance: Proficiency https://sforce.co/2N8nHDz  • Using Data to Improve Sales Performance http://bit.ly/2MIul6G  • 5 Ways Startups Can Increase Their Sales Productivity http://bit.ly/2wjDLve  • Dealing with Imperfect CRM Data http://bit.ly/2Mr9uWi  • Solving Your Sales Productivity Traps http://bit.ly/2o07oxN  • How Is AI Changing CRM? http://bit.ly/2MGv5cB  • 4 Things You Didn’t Know About Salesforce Users http://bit.ly/2o18gSI