Measure Sales Force Effectiveness

Course details

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.

Learning objectives
Defining the sales task
Calling on the right customers with the right products and services
Evaluating your team's sales activities
Measuring outputs of sales: customer satisfaction, wins, losses, etc.

Concepts

0. Introduction

01 - Welcome
02 - What you should know
03 - Exercise files

1. Understanding Sales Measurement

04 - Why measuring sales performance matters
05 - Define the sales task

2. Measuring Inputs to Sales

06 - Call on the right customers
07 - Sell the right products and services
08 - Evaluate your team's sales activities
09 - Assess internal support for your team
10 - Examine the sales funnel

3. Measuring Outputs of Sales

11 - Measure customer satisfaction
12 - Perform win loss analysis
13 - Evaluate sales deployment

Conclusion

14 - Next steps - Measure the sales manager