It’s 10 AM. Do you know what your sales reps are doing?
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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