How do sales leaders know if their sales teams are effective? What measures provide the most accurate insight? Common measures of effectiveness? include the sales force's ability to achieve goals set by management; their production of sales revenue, profit, or volume; or their sustained impact on assigned customers? growth. Yet each of these (and the many other metrics used) presents a set of challenges and limitations.
In this workshop AonHewitt's Scott Sands examines prevailing methods for measuring sales force effectiveness, provides a framework for validating sales force effectiveness measures, and suggests new ideas for calibrating sales effectiveness metrics.