The Pulse: Sales Activity Study Findings

Quantitative and qualitative data is needed to understand and optimize how each sales role allocates time to various activities. Sales operations leaders need to understand which activities have the highest impact on sales productivity. The 2018 Sales Activity Study reveals the time spent on various sales activities by company size, industry, tenure, and sales role; we discuss how to save time to improve productivity. Compare the results of this study to your peers and to prior productivity results to identify sales operations areas that need improvement. This is the first in a series of reports on role-based insights on sales productivity and variables that affect core selling time.