Prospecting: In Operations' Measurement Sights

January 1st, 2018

Summary

Most sales organizations take for granted that reps are spending the right amount of time and effort prospecting, but do little to verify these assumptions. Successful prospecting is driven by the combination of hard targets, activity analysis and skills assessment. Specific prospecting metrics should be built into a management-level dashboard, and reviewed at the highest levels at least quarterly.

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