Werner Schmidt

Is a company’s growth at the expense of sales efficiency? It’s a topic we started to ponder through our careers. A conversation fed by over 20 years of Operations and Enablement experience, looking after sometimes 2,000+ salespeople at points in our careers. Throughout, we have always carried the idea that there must be a better way to measure front-line sales productivity. What if you were...

We’ve all been involved in operations that burned through finances for the sake of growth only to reverse course when parts of the growth plan did not work. These mistakes are costly and happen regularly each year. These challenges cropped up repeatedly throughout our combined decades of Operations and Enablement experience, where we sometimes managed over 2,000 salespeople at points in our...