What is sales effectiveness?
There isn’t one single answer. Some might say effectiveness comes down to performance against goals, while others might define it in terms of revenue or profit. Sometimes, it even gets conflated with sales efficiency. While both sales effectiveness and sales efficiency relate to the improvement of sales performance, efficiency reveals how fast sales reps complete tasks — but not whether they’re performing the right tasks. That’s the focus of sales effectiveness.
Because sales effectiveness is variable and unique to each company, it can be difficult to assess your sales team’s efforts. But without a clear definition of sales effectiveness, it’s impossible to get started measuring and, most importantly, improving.
To help with this conundrum, we’ve written a guide to provide a straightforward explanation of sales effectiveness and the metrics that matter. Read on and we’ll walk you through the process of identifying, measuring, and improving your sales effectiveness.