Activity-Based Sales Enablement: A Forrester Introduction

Few sales organizations are aware of the many challenges that reduce sales productivity on an everyday basis. To remedy this loss, examine the activities that sales reps perform to uncover opportunities to optimize their productivity. Seek to improve reps’ efficiency and effectiveness along with their ability to engage buyers.

Within a typical sales organization, reps perform activities that have not been optimized for efficiency, effectiveness, and engagement, resulting in a loss in rep productivity. Too often, sales organizations are not even aware of this loss. In this report, we introduce the concept of activity-based sales enablement, describe how it can improve sales productivity, and discuss the resulting benefits for a sales organization.