HomeResearch Articles Prospecting: In Operations' Measurement Sights

Prospecting: In Operations' Measurement Sights

  • Most sales organizations take for granted that reps are spending the right amount of time and effort prospecting, but do little to verify these assumptions
  • Successful prospecting is driven by the combination of hard targets, activity analysis and skills assessment
  • Specific prospecting metrics should be built into a management-level dashboard, and reviewed at the highest levels at least quarterly

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