Measure Salesforce Effectiveness: Successful Sales Strategy

By Mark Nelson

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. The author 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.

• Language: English
• Publisher: Mark Nelson
• Release date: Dec 24, 2016
• ISBN: 9781370083084

Mark Nelson

Dr. Mark Nelson is a founding director of the Institute of Ecotechnics and has worked for several decades in closed ecological system research, ecological engineering, the restoration of damaged ecosystems, desert agriculture and orchardry, and wastewater recycling. He is Chairman and CEO of the Institute of Ecotechnics, a U.K. and U.S. non-profit organization, which consults to several demonstration projects working in challenging biomes around the world as well as Vice Chairman of Global Ecotechnics Corp. and head of Wastewater Gardens International.

Book preview

Measure Salesforce Effectiveness

successful sales strategy

By: Mark Nelson

Copyright

Copyright © 2016 by [buysoak]. All Rights Reserved

No part of this book may be used or reproduced in any manner whatsoever without written permission, except in the case of brief quotations embodied in critical articles or reviews.

[e-mail]

www.buysoak.co.uk

Disclaimer

This eBook has been written for information purposes only. Every effort has been made to make this eBook as complete and accurate as possible. However, there may be mistakes in typography or content. Also, this eBook provides information only up to the publishing date. Therefore, this eBook should be used as a guide - not as the ultimate source.

The purpose of this eBook is to educate. The author and the publisher do not warrant that the information contained in this eBook is fully complete and shall not be responsible for any errors or omissions. The author and publisher shall have neither liability nor responsibility to any person or entity with respect to any loss or damage caused or alleged to be caused directly or indirectly by this eBook.

Contents

Measure Salesforce Effectiveness

Disclaimer

Introduction

Welcome

What you should know

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

Introduction

Welcome

- Measuring sales force effectiveness is an essential role for any sales manager in any situation. Hey, if you don't measure the right things at the right times, you'll miss big opportunities to improve your team's effectiveness and you'll lose valuable revenue. Whether you have an existing sales force, or you're starting from scratch to create a new one, this course teaches you what to measure to improve sales force effectiveness.

We'll first understand what it means when we say measurement, and then we'll look at how to measure both the inputs and outputs of sales activities. Let's