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.