HomeResearch Articles The Pulse: Sales Activity Study Findings

The Pulse: Sales Activity Study Findings

  • Quantitative and qualitative data is needed to understand and optimize how each sales role allocates time to various activities
  • To identify areas that need improvement, the results of this study should be compared to an organization’s peer set and to prior year productivity results
  • Sales operations leaders need to understand which activities have the highest impact on sales productivity
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