“You have to meet John Williams!” That was the emphatic response we received from our friend, Phil Tamminga, when we asked him, “Who is the most innovative Chief Sales Officer (CSO) you know?” At the time, John Williams was the Senior Executive Vice President, Worldwide Sales, Marketing & Support, for Storage Tek, a technology firm in Colorado. The reason Phil was so supportive of John was that he had taken his company from $700M in revenues to $2.2B in four years—without adding any net-new sales positions during that period. That represented a 300%+ increase in productivity per salesperson.