Best Practice Report

Sales Productivity Benchmarking

Utilizing Sales Activity Studies To Assess And Improve Sales Productivity

December 14th, 2023
Mike Pregler, null
Mike Pregler
With contributors:
Cristina De Martini , Christian Jibilian , Ellen Lind


Sales activity studies generate evidence about sales resource utilization and sales activity impact on productivity. These studies should evaluate individual sales reps and sales managers, as well as supporting sales roles like product specialists and sales engineers. By focusing on what various sales roles are doing and the ways in which the organization collectively supports them, organizations can gain a complete view of where reps are spending their time and identify areas for improvement. In this report, we examine the concept of a sales activity study, link it to sales productivity, and discuss common pitfalls to avoid when conducting the study.

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