Model Overview Report

The Forrester Sales Productivity Benchmark

January 1st, 2018

Summary

Sales organizations often talk about the importance of improving rep productivity, but few truly understand how efficient and effective their reps are. Traditional time-and-motion studies, which describe how many hours reps devote to various activities, tell only part of the productivity story. In this report, we introduce a more precise way to measure and optimize sales productivity, including how to track and calculate relative productivity, yield measurement at all stages of the sales funnel, and measuring productivity improvements.

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