Measuring Sales Productivity Indicators

January 1st, 2018

Mike Pregler

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.

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