Which of the following is NOT listed by Chris Codelli as one of the four factors to grow sales productivity?

• A. Increase number of new opportunities
• B. Increase average selling price
• C. Increase win rate
• D. Decrease marketing budget

Answer: (D)

The main idea is recognizing the four levers Chris Codelli identifies for growing sales productivity. These levers center on expanding demand, improving conversion, increasing revenue per deal, and speeding the sales process. Increasing the number of new opportunities grows the pool of potential deals, which directly boosts productivity because more opportunities can translate into more closed deals. Increasing the win rate makes more of the opportunities you have end in a sale, which is another clear way to lift productivity without needing more opportunities. Increasing the average selling price raises the revenue per deal, again boosting overall output from the same sales effort. Decreasing the marketing budget, however, cuts the top-of-funnel input and undermines the very engine that produces opportunities, so it isn’t considered one of the four growth levers.