How do you measure the effectiveness of a sales force? Most companies agree that revenue and margins are key indicators of health. At the individual level we can examine gap-to-goal. But those metrics are lagging indicators. They also dont tell us much about the quality or effectiveness of those results. How do we really know were getting the most out of our sales organization?
Its a complex question, with many variables. Further, the answer will change over time and will vary from company to company. However, there are ways to compartmentalize it and break it down. Here is a short list of approaches sales organizations often take to understand sales force effectiveness:
Source: Sales Leadership Council