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Sales: Install productiveness – not busyness

June 10, 2026BJ Anderson

Q. Are my territory reps busy or productive? A. Probably busy and not as productive as you’d like. At the end of each month, a sales rep explains all the calls they made, time they spent driving and money they spent on in-services – they were definitely busy. But how did that equate to productivity? There is a missing factor in this equation. We should be looking for busy, focused and productive reps. All sales reps are busy. Some reps are busy and focused. High performers are busy,...

BJ Anderson, QP3 Training Systems, Sales