Best Practice Report

Sales Productivity Benchmarking

Utilizing Sales Activity Studies To Assess and Improve Sales Productivity

January 1st, 2018
Mike Pregler, VP, Research Director
Mike Pregler VP, Research Director
Robert Munoz, VP, Principal Analyst
Robert Munoz VP, Principal Analyst

Summary

Sales activity studies generate evidence about how sales resources are spending their time and the impact these activities have on sales results. These studies shouldn’t be limited to individual sales reps; an examination of their surrounding support system must be included. By focusing on what various sales roles are doing as individuals, and the ways in which they are collectively supported by the organization, organizations can gain a complete view of where reps are spending their time and why. 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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