How salespeople spend their time is the key determinant of sales force productivity. In this Sales Management Association Online Experts’ Exchange, our panel examines the “how, when, and why” of measuring sales force activity. Emphasis is given to specific activity measurement approaches, determining sales force capacity, and methods for balancing sales workload.
Session Panel:
- Dan Caldarera, Director, TerrAlign Group
- Shawn Rossi, Vice President, Sales Force Effectiveness Practice, Sibson Consulting
