Insights For Improving Sales Productivity

Turn your sales team into reliable quota-makers.

Why does sales productivity continue to disappoint, despite your investments? Why is the “hero rep” obsolete? What is the one metric you must understand if you want more reps to make quota? Why are process, data, and technology so key to achieving your goals? Use these resources to find research-based answers to your productivity challenges.


Five reasons why your team doesn’t sell more (and how to fix that)

Focus on the five sales challenges outlined in this post and you’ll help more reps regularly make quota.

Want your reps to sell more? Give them more selling time

That’s the message from more than 3,000 global sales reps. See highlights of our time study in this infographic.


“Hero selling” is over. Hear what the future looks like

B2B selling has been transformed. Permanently. Learn how to succeed in this new landscape.

Discover the three things you must embrace to help more reps succeed

B2B buying behavior has changed for good. Use this podcast to change your approach and help reps succeed.

Know your best buyers and what they need from you

B2B buyers have more power over their buying journey. Learn why you must know who they are and how they buy.


Three simple steps to boost your pipeline quality and conversions

Discover what you can do, starting today, to increase the quality of your pipeline and your conversion rate.


Three types of digital tools that will improve sales productivity

When it comes to new sales tech delivering AI-driven insights, this is where your focus and budget should go.


The biggest obstacle to improving your sales productivity: wasted time

The average sales rep burns two days a week on admin work. Let us help you fix that problem.

Do your reps spend enough time actually selling? Let’s make sure

Use our Sales Productivity Benchmark overview  to start knowing and improving how reps spend their time.

Let’s fix the key obstacle to improving your sales productivity

Conduct a Forrester sales activity study to reliably reduce non-selling time and increase sales productivity.


Five tips to turn a sales activity study into more sales productivity

A sales activity study prepares you to boost productivity. Read these tips for using your study results.

Don’t let buyers hide online. Capture their digital fingerprints

When B2B buyers research online, they leave clues to buying intent. Learn to harness those digital signals.

Here’s a tip to boost sales productivity from somebody who has done it


Put your sellers at the center of your tech strategy

Dynamic Guided Selling gives your reps better insights to sell more effectively, and more time to sell. Read the b…