Sales Productivity: Reducing Non-Core Selling Time

January 1st, 2018

Mike Pregler

Summary

Sales operations is responsible for improving the efficiency of the sales organization by ensuring that reps spend as much time as possible on core selling activities that involve direct engagement with buyers (see Introducing The Relative Productivity Framework). In this report, we present a three-step approach for sales operations to evaluate and streamline non-core selling activities.

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