Conducting A Sales Activity Study

January 1st, 2018

Mike Pregler

Summary

Sales leaders are capable of creating better sales reps, great managers, and lifelong customers, but one thing they cannot do is create more time in the week for sales activities. A sales leader may conduct a sales activity study to determine if sales reps are spending the right amount of time on productive activities. The idea may seem simple; however, conducting an effective study requires considerable planning, time, and resources. In this report, we examine how to conduct a sales activity study and how to categorize the study findings using our Relative Productivity Framework.

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