Sales force effectiveness (SFE) describes strategies and technologies that improve the efficiency and effectiveness of the sales team, directly affecting the organisation’s sales achievements and profitability.

• Creating a winning sales team by aligning the sales team around pre-establish goals and strategies to drive outcomes.

• Developing sales strategies that demonstrate value to customers and create competitive advantage. Sizing, structuring, and aligning the frontline and leaders of the sales team to effectively and efficiently realize the market opportunity and drive long-term success.

• Attracting and retaining talented salespeople by developing recruiting processes and building a sales culture that nurtures learning and development.

• Enabling salespeople with the tools and information they need to meet customer needs and achieve sales goals.

• Developing incentive compensation strategies that motivate high levels of field efforts.

• Setting territory-level goals that are fair, realistic, and motivational and managing sales team performance so that goals are consistently achieved,       

• Implementing sales strategy changes as markets and company strategies evolve.

• Ensuring that resources are deployed to customers, products, and processes.

• Integrating marketing strategies to create a successful customer-facing sales team.

• Using analytic tools and structured processes to identify sales force improvement opportunities and enhance sales effectiveness constantly.

Sales leaders must focus on sales force effectiveness when events outside the preestablish processes require quick and appropriate action.

• The company launches a significant new products.

• The company has acquired a product range with a sales team covering many of its customers because customers are consolidating, the current processes need to improve.

• Competitors have increased their focus on their sales promotion and are attacking the most profitable market segments.

• As increasing numbers of similar products come into the market, the sales team must provide unique value.

• Deep customer relationships and customer trust High customer retention and low defection. A loyal customer base. 

• A successful sales team has good information and uses it effectively to help salespeople understand customers and be successful.

Sales leaders are constantly looking for ways to make their organizations better. They are engaged in ongoing effectiveness processes designed to improve Sales processes by responding quickly to signs of challenges.

• The influential salespersons are leaving, and sales managers are ineffective at dealing with salespeople who are not performing well.

• Profitability has declined because the sales team offers discounts to meet its sales targets.

• The sales team has missed its goal for several quarters.

• Poor utilization of gathered data.

• Immense data with little to no management.

• Poor integration of data with other system data.

• Data sanity.

The sales effectiveness drivers are the decisions, processes, and campaigns that sales managers are responsible for.

Right decisions and processes in areas such as:

• Sales strategy (market segmentation and methods)

• Sales team size,

• Sales team structure and roles.

• Sales territory design.

• Learning and development.

• Leveraging information with structured MIS.

• Review tools and processes to review.

• Compensation and incentives.

• Goal setting.

• Performance management and appraisals based on efforts & outcomes.

• Vacant territory management.

• Adoption of sales process by new joiners.