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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