The CSO’s New Strategy for Improving Seller Productivity

Chief sales officers are under mounting pressure to improve seller productivity, yet most organizations still rely on outdated approaches — static dashboards, intuition‑driven coaching, and generic KPIs that fail to reflect how sellers actually work. Today, these methods no longer deliver. This webinar introduces a new, data‑driven strategy built on comparative performance analysis, behavior‑based leading indicators and a continuous redesign process. You’ll learn how to pinpoint which seller behaviors truly drive productivity within each cohort, reveal precisely where individuals over‑ or under‑perform relative to peers, and convert those insights into targeted coaching that moves the needle.

• Identify the behaviors and factors that most influence seller productivity using comparative performance analysis

• Define meaningful seller cohorts and pair the right mix of leading and lagging indicators to each

• Translate performance gaps into precise, targeted coaching actions that improve seller execution

• Design a flexible, behavior‑based measurement framework that adapts to changing internal and external conditions