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 report summarizes findings findings from recently concluded research into how firms measure and manage salesperson activity. The research identifies best practices among high performing firms, and prioritizes management’s most important improvement opportunities for improving their understanding of buyer/seller interactions.
Other resources available related to 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.
