Sales operations leaders can use this diagnostic to assess sellers’ performance relative to their peers, determine which activities each individual should focus on, and analyze top performers to understand which behaviors set them apart from their peers.
Gartner’s comparative seller performance diagnostic converts CRM data into standardized performance metrics and analyzes them comparatively to help sales leaders answer critical coaching and seller productivity questions:
Which metrics should sellers focus on to increase individual productivity?
How much productivity are individual sellers gaining or losing versus their peers, based on specific behaviors?
When do performance metrics fluctuate during the fiscal year?
Which behaviors help top performers overachieve, and how can their peers replicate their performance?
The diagnostic consolidates performance output from opportunity CRM such as pipeline creation, win rate and average deal size to calculate seller productivity. Informed by Gartner’s research on comparative seller performance analysis, the diagnostic provides compelling insights based on a deeper understanding of seller activities.
