Measure Salesforce Effectiveness

Don't miss opportunities to improve your sales team's performance and increase revenue. Learn what you need to measure to determine if your salesforce is effective.

If you don't measure the right things at the right times, you'll miss big opportunities to improve your sales team's performance and you'll lose valuable revenue. Find out how to manage the effectiveness of your salesforce. Drew Boyd helps you define the sales task, which guides all decisions such as who you hire, how you deploy your team, and how you manage them day-to-day. He then helps you identify and evaluate all of the components that make for a successful sales strategy: customer base, product/service mix, sales activities, sales support, and sales process. Lastly, he helps you determine the impact you are having on your customer, conduct a win/loss analysis, and evaluate sales deployment.

Introduction

• Welcome
• What you should know
• Exercise files

1. Understanding Sales Measurement

• Why measuring sales performance matters
• Define the sales task

2. Measuring Inputs to Sales

• Call on the right customers
• Sell the right products and services
• Evaluate your team's sales activities
• Assess internal support for your team
• Examine the sales funnel

3. Measuring Outputs of Sales

• Measure customer satisfaction
• Perform win/loss analysis
• Evaluate sales deployment

Conclusion

• Next steps: Measure the sales manager