Best Practice Report

Measuring Sales Productivity Indicators

January 1st, 2018

Summary

Sales leaders must ensure that sales reps are not burdened with administrative tasks when gathering productivity data. The Sales Productivity Quotient Model empowers sales leaders with the insight necessary to diagnose sales productivity issues. It defines sales priorities in terms of productivity categories (activity, pipeline, enablement, performance, and demand) and indicators that correlate directly with revenue growth. In this report, we explain how to measure each of the productivity indicators in the five categories of the Sales Productivity Quotient Model.

Want to read the full report?

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.