To strategize your sales process you need to know the strategy used and how you can improve it.
Depending on your organization’s overall strategy and goals, the output can refer to revenue or lead generation, or sales of a specific product.
Selling effectiveness also impacts other goals, such as win rates across the team and customer satisfaction.
Consider the goals of your company and the sales team as a whole.
Even if a seller is producing fantastic numbers, they aren’t being effective if their work isn’t impacting the larger goal.
Improving the sales process highly increases sales effectiveness.
This calls on sales officers to define their sales process by certain criteria, and analyze it critically for shortcomings.
Depending on your organizational goals, potential metrics for sales effectiveness include: