Sales Rep Time Study

Business Case

• Declining sales rep productivity increased the risk of not meeting growth demands.
• The business must understand and quantify the activities that successful sales reps performed.

Actions Taken

• Teamed with National Sales Leader to develop contingency plans to address rep resistance and management concerns regarding study.
• Engaged subject matter experts to develop survey content from typical sales rep activities.
• Rolled out survey, compiled information and developed a multivariate statistical model that quantified the value of each activity.

Business Results

• The project highlighted the value-added sales rep activities and identified other candidate projects focused on the customer.
• Provided the foundation for prospecting classification and process management, which supported a key customer CTQ (Critical to Quality) of rep contact and continuity.
• The project provided the cornerstone for corporate-wide Sales Force Effectiveness efforts.

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