Kadient Community Forums

Not a community member? Click here to register.

Forums > Sales and Marketing > Sales Effectiveness
Subject: Measuring Sales Effectiveness
Prev Next
You are not authorized to post a reply.

Author Messages
jsutter@pragmatech.comUser is Offline

Posts:0
06/08/2007 4:04 PM  
How do companies measure Sales Effectiveness?
SherriRBGRUser is Offline

Posts:1
06/14/2007 10:34 AM  
By their win rate! When I worked commercial proposals for telecom companies, they strived to get their win rate above 40%. Now that I work federal proposals for facilities management companies, I see that they struggle with the same issues -- how to get their win rate up?
helmutUser is Offline

Posts:1
08/22/2007 1:41 PM  
Sales Effectiveness is more than just the win rate. Win rate is important, but improving KPI's like # of calls per close, products per order, revenue mix or call level are also important. It depends on the needs of companies, what creates the highest impact on the financial parameter and where the gaps are.
The win rate can be improved by applying what is most essential to customers: how much value is created with the offered solution to make a decision. No value = No order! It is that simple.
You are not authorized to post a reply.
Forums > Sales and Marketing > Sales Effectiveness > Measuring Sales Effectiveness