Jason Jordan is a sales management expert and best-selling author of "Cracking the Sales Management Code" and "Sales Insanity." He helps B2B sales leaders become more effective in management challenges such as coaching, pipeline management, and forecasting. Jason is currently the director of research for the Sales Education Foundation, and he teaches in the MBA and Executive Education programs at the University of Virginia’s Darden School of Business. He resides in Charlottesville, Virginia, with his wife.
Three sales terms seem to be used interchangeably—sales productivity, sales efficiency, and sales effectiveness. The differences in these terms are subtle, but important. One way to think of productivity is as the product of efficiency and effectiveness.
