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How do you improve sales effectiveness?


Sales effectiveness has historically been used to describe a category of technologies and consulting services aimed at helping companies improve their sales results.

Many companies are creating sales effectiveness functions and have even given people titles such as VP of Sales Effectiveness.


“By analyzing sales force performance, managers can make changes to optimize sales going forward. Toward that end, there are many ways to gauge the performance of individual salespeople and of the sales force as a whole, in addition to total annual sales.” In a survey of nearly 200 senior marketing managers, 54 percent responded that they found the “sales force effectiveness” metric very useful.

source: Wikipedia