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.
In this webcast we review findings from recently concluded research that investigates how firms gain insight into 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.
