This module explores how to measure and understand what salespeople do, and management’s role in organizing salesperson effort to the best possible purpose.

The module covers definitions of sales activity, workload, and capacity; the business value of sales activity data; what activity information is important; how to get sales activity data; what kinds of insights can be developed from activity data; and how to apply these insights in a range of managerial decisions.

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Use your Sales Management Association member email to enroll in the course, using the form below.

If you are already an Associate, Individual, or Corporate member, you will be automatically enrolled at no cost.

If you are not yet a full member of the Sales Management Association, the single course fee is US$60.00. Enrol with your email here, and you'll be sent payment instructions.

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