It’s 10 AM. Do You Know What Your Sales Reps Are Doing?

Written by Jonathan Frick, Mark Kovac

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Yet much of the data from sources such as CRM reporting tools and time studies is self-reported, and thus inherently flawed. That leaves executives in the dark about what is actually occurring on the front lines, or whether those activities advance or impede progress toward desired outcomes.

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Jonathan Frick
Jonathan Frick

Jonathan Frick is a principal in the San Francisco office of Bain & Company. He is an active member of Bain's Technology, Media and Telecommunications (TMT) and Customer Strategy & Marketing practices. He works with clients across the US, Europe and Asia with a focus on helping large companies address challenges and opportunities requiring transformational change.

Mark Kovac
Mark Kovac

Mark Kovac is a partner in Bain & Company's Dallas office. He is the leader of Bain's Sales and Channel Effectiveness, Go-to-Market Strategy and Commercial Excellence products within the firm's Customer Strategy & Marketing practice. He is also a leader in Bain's TechnologyMedia & Telecom (TMT) practices. He has nearly 20 years of experience helping clients to develop and execute pragmatic recommendations that drive tangible, enduring results.

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