The Forrester Sales Productivity Benchmark

January 1st, 2018

Mike Pregler

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.

Want to read the full report?

This report is not available for purchase at this time.

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.