Management often has an incomplete understanding of salesperson activity, including the quantity and quality of sellers’ interactions with customers and prospects. Many tools attempt to address this gap in management insight: CRM, opportunity pipeline tracking, call recording, and AI based conversational analysis, among many others.
This research investigates how firms gain insight into salesperson activity. It identifies best practices among high performing firms, and prioritizes management’s most important improvement opportunities for improving their understanding of buyer/seller interactions.
Resources available on this research
Research First Look
Listen as we discuss our first look at recently concluded research. This webcast features initial research findings, expert commentary, and an interactive Q&A session with attendees.
Full Research Report
A comprehensive report of findings including executive summary, management recommendations, and detailed analysis.
