Model Overview Report

Using The Forrester Sales Productivity Benchmark To Maximize Reps’ Relative Productivity

January 1st, 2018
Mike Pregler, VP, Research Director
Mike Pregler VP, Research Director

Summary

Traditional time-and-motion studies provide limited insight into a sales force’s productivity. Use the Forrester Sales Productivity Benchmark to increase the time that reps spend on highly productive activities. When measuring core selling activities as part of productivity assessments, factor in the expected yield. B2B sales reps must divide their time effectively in order to increase their productivity. In this report, we demonstrate how this 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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