San Diego—Sales and marketing consultancy SiriusDecisions Inc. introduced a new mathematical model that benchmarks sales productivity at its annual summit here.
The model, called the Relative Productivity Framework, is based on time-and-motion studies that analyze the types and duration of sales reps' activities. Its goal is to increase the number of hours sales reps spend on their most revenue-producing activities, such as direct engagement with prospects, while as much as possible reducing administrative work, research time and service calls. That will result in more hours spent in the most valuable phase of the sales funnel: closing. Assigned values at each stage of the process produce a final sales productivity benchmark score.
“Sales, and especially sales operations, must focus on productivity increases,” said Mark Levinson, service director-sales operations strategies at SiriusDecisions. “You want to make resource decisions based on the positive impact on productivity. Even a small increase can make a large impact on an organization.”
The Relative Productivity Framework for sales joins other SiriusDecisions models, including its Demand Waterfall for benchmarking sales-marketing alignment, and its Demand Balance Index, which analyzes cost per lead and lead sources.
The SiriusDecisions Summit concludes today.