- 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.
Skill Level Intermediate
- 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. I'm Drew Boyd, and I've been in the marketing and sales profession for over 30 years. I teach sales management to graduate students, and I help companies improve their commercial effectiveness. 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 get started.