Chris Beall, CEO of ConnectAndSell, and Jeb Blount, CEO of Sales Gravy, discuss the economics of building and running highly productive sales teams.

As with virtually every aspect of our world, even the field of sales can be broken down into seemingly simple formulas to explain complex concepts. Are you the kind of person who likes the nitty gritty of sales, or just needs an idea of how to gain a better sense of your sales team’s efficiency? Curious to know the mathematics, economics, and overall science behind running a sales team? In this video, Chris Beall of ConnectAndSell and Jeb Blount get into the thick of what it means to run a successful sales team as well as the steps to take in order to calculate that success.

Watch this video to find out the answers to some important questions:

• How can you know if you’re getting ROI of a rep?
• Speaking in terms of dollar amounts, what should an individual rep’s productivity be?
• After on-boarding a new rep, when should they start producing?
• How many discovery calls, conversations, and meetings does it take to get one deal?
• How can you tell if your rep is a bad rep, or if the product they’re trying (and perhaps failing) to sell needs to be reworked?
• And so much more!