Model Overview Report

Using The Forrester Sales Productivity Benchmark To Maximize Reps’ Productivity

January 2nd, 2024
With contributors:
Cristina De Martini , Christian Jibilian , Ellen Lind

Summary

Traditional time-and-motion studies provide limited insight into a sales force’s productivity. Use the Forrester Sales Productivity Benchmark to measure and increase the time reps spend on highly productive activities. When measuring selling activities as part of productivity assessments, factor in the expected yield. B2B sales reps must divide their time effectively to increase their productivity. In this report, we demonstrate how sales productivity analysis can be enhanced with the concept of relative productivity, which provides more precise measurement to highlight and address productivity inhibitors.

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