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Most sales organizations still measure productivity with deal count, win rate, and average deal size, but these metrics only tell you what happened after the fact and hide the value of each interaction.
In this report, Gartner introduces the concept of Average Interaction Value (AIV), a framework for measuring the revenue impact of every customer interaction, not just closed deals.
In this complimentary report, you’ll learn:
Why traditional sales productivity metrics can mislead CROs and revenue leaders
How AIV and the Gartner productivity formula reframe sales performance
How leading enterprises use interaction‑level data to improve revenue outcomes
In our opinion, Rox is built around this framework. One dedicated agent per account continuously monitors signals, maximizes account reach, deepens engagement, and raises the value of every interaction -- across your entire Global 2000 book of business, automatically. No prompting required.
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Gartner, “AI Reveals Why Traditional Sales Productivity Metrics Are Failing You”, Steve Rietberg, 4 February 2026
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