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

If you don’t know how your sales reps spend their time, you can’t help them spend it more productively.

It just makes sense: To optimize sales productivity, first you need to know what your reps do with their hours. Then, you can confidently identify ways to maximize the time they spend initiating and advancing real opportunities

Use this overview of our Sales Productivity Benchmark as a first step toward:

• Understanding the four key types of selling activities.
• Realizing how much time your reps spend with core and noncore activities.
• Making changes to increase time spent with customers and prospects.