Trends Report

Understanding Sales Productivity

January 1st, 2018

Summary

Sales leaders must look at multiple data indicators to get a full picture of productivity. Forrester Index benchmark data reveals that many sales organizations are expected to deliver double-digit year-over-year growth. Understanding productivity data is a first step, but sales, and sales operations leaders must drive effective change management to make an impact. In this report, we discuss our findings on sales productivity within B2B sales organizations, and describe why sales leaders should adopt an innovative approach to analyzing sales productivity.

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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.