--- title: 2016 Sales Productivity Tips from the Experts description: Introduction to articles and resources from 47 sales experts on top ideas to improve sales performance in 2016 image: https://www.shift90.partners/hubfs/Imported_Blog_Media/willylohman_hubspot.png --- [![WCS LOGO-01-cropped](https://www.shift90.partners/hs-fs/hubfs/WCS%20LOGO-01-cropped.png?width=928&height=377&name=WCS%20LOGO-01-cropped.png) ![WCS LOGO-01-cropped](https://www.shift90.partners/hs-fs/hubfs/WCS%20LOGO-01-cropped.png?width=928&height=377&name=WCS%20LOGO-01-cropped.png) ](https://www.whychangeselling.com/) #### [Sales Playbook As a Service](https://www.admarco.net/as-a-service) #### [Sales On-Boarding As a Service](https://www.admarco.net/as-a-service#on-boarding-service) #### [Sales Academy-as-a-Service](https://www.admarco.net/as-a-service#academy-service) #### [Channel Enablement As a Service ](https://www.admarco.net/as-a-service#channel-enablement-service) #### [Content](https://www.admarco.net/a-la-carte-services) #### [Sales Process ](https://www.admarco.net/a-la-carte-services#sales-process-service) #### [Training and Gamification](https://www.admarco.net/a-la-carte-services#training-gamification-service) #### [Events](https://www.admarco.net/a-la-carte-services#events-service) #### [Build](https://www.admarco.net/services-by-phase) #### [Launch](https://www.admarco.net/services-by-phase#launch-service) #### [Sustain](https://www.admarco.net/services-by-phase#sustain-service) ![zoom1920](https://www.shift90.partners/hs-fs/hubfs/zoom1920.jpg?width=1920&height=1280&name=zoom1920.jpg) # Why Change Selling Blog ##### SUBSCRIBE FOR UPDATES ###### 2 min read # [2016 Sales Productivity Tips from the Experts](https://www.shift90.partners/blog/2016-sales-productivity-tips-from-the-experts) By [Mark Gibson](https://www.shift90.partners/blog/author/mark-gibson) on Oct 27, 2021 11:23:06 AM ###### Topics: [sales productivity](https://www.shift90.partners/blog/topic/sales-productivity) ![](https://www.shift90.partners/hubfs/Imported_Blog_Media/willylohman_hubspot.png) I've been consulting on sales productivity for 12 years and published my first blog on the subject, [Sales Performance Tools for Getting Started on Sales Effectiveness](http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/12289/Sales-Performance-Tools-for-Getting-Started-on-Sales-Effectiveness) on my new HubSpot website in early 2008. ![willylohman_hubspot.png](https://www.shift90.partners/hs-fs/hubfs/Imported_Blog_Media/willylohman_hubspot.png?width=6700&name=willylohman_hubspot.png "willylohman_hubspot.png")   It's an interesting read. Some of the tools I recommended have gone, while others have gone on to massively influence the way we market and sell technology products. What's interesting is that sales productivity is still a major problem. Why?  The answer is that selling behavior is hard to change. Whereas buyer behavior from 15 years ago is unrecognizable today, many sales organizations are stuck in a time-warp; living with a sales process and engagement model that is 15 years old. My personal mission for 2016 is to transition sales reps from pitching products and using PowerPoint as a conversational crutch, to having insightful conversations with buyers about what they really care about;-  their problems and their goals! When Pete Caputa, VP Sales at HubSpot asked me what my thoughts were on improving sales productivity in 2016, the Forrester statistic that only 1 out of 10 sales meetings with buyers are worthwhile, popped into my mind. I contributed an article along with 46 other sales experts to Pete Caputa's article, [47 Sales Experts Predict How to Radically Improve Sales Productivity in 2016](http://blog.hubspot.com/sales/sales-experts-predict-improve-sales-productivity). Whether you are a sales leader, sales development rep, or a seasoned pro, there is something of value in these articles for you.   Enjoy! 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