Drew Boyd – Measure Salesforce Effectiveness

Measure Salesforce Effectiveness

By: Drew Boyd

Duration: 41m 37s

Released: August 23, 2016

Description:

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.

Topics include:

• 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.

Contents:

• Introduction
• 1. Understanding Sales Measurement
• 2. Measuring Inputs to Sales
• 3. Measuring Outputs of Sales
• Conclusion

Author:

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