Sales activity metrics form the basis of a scientific approach to sales productivity, but in making decisions, most sales organizations substitute gut feel or unchallenged assumptions for data. In this webcast, we consider actionable approaches for improving management insights into sales activity, and describe practical approaches for modeling workload and capacity.
Topics include:
- Sales response analysis
- Activity, capacity, and workload metrics
- Of course the CRM data is incomplete! (here are the work arounds)
- Putting activity data to use in management decisions making
