Wednesday, June 4, 2008

Aberdeen's Insights on Field Rep Productivity
The Aberdeen Group's just released a new report on mobile enhancements to sales force productivity. Their findings further emphasize the urgency of sales force productivity, and the importance of new tools that improve it:
sales productivity is a crucial business pain twice as often as other pressures
in top performing sales organizations, sales force productivity is supported by strong performance management enabling tools that reduce downtime for sales reps, enabling them to conduct more business.
those tools provide new metrics that enable a holistic understanding of how to improve the productivity of an individual, group, or entire sales matrix.
those new measures include evidence of efforts wasted on dead-end leads. In top performing organizations, wasted sales efforts are known and minimized.
Posted by John Cousineau