Measuring Sales Force Activity: Research Based Insights

Selling activities – the essential tasks that comprise a salesperson job, and include things like making customer calls or generating proposals – ultimately determine salesperson productivity. But collecting sales activity data is notoriously tricky, and few firms do so effectively, leaving management with inadequate insight into root causes of performance.

In this session we’ll review recent Sales Management Association research on salesperson activity tracking – how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts.

Topics addressed include the nature and quality of salesperson activity tracking, the methods utilized to collect information, the types of activities considered most important to track, and the various ways management applies activity data.

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