EP 231 Moving From Sales Manager to Sales Catalyst PT. 3 Productivity

In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris explore one of the most misunderstood concepts in sales leadership: productivity. While many managers believe that tracking activity, including calls made, emails sent, and meetings logged, equals productivity, Tom and Tab reveal why this mindset often backfires. True productivity, they argue, is about outputs: meaningful customer events that create opportunities, move deals forward, or deepen loyalty. Tune in to part three to hear how to truly define productivity and set your team up for success. Discover how to focus on outputs that actually drive results, why reps must own their plans, and how frontline managers can become catalysts for change.

Om Podcasten

Selling is serving. Let us serve you with tips, stories and experts on topics you care about. Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers. And the harder we sell, the more closed customers become. Traditional selling approaches are working against sellers. ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the truth that the customer's receptivity is more important than your value prop or message.