We are all in need of improving sales performance and ensuring that we consistently have more accuracy in our forecasting efforts. Increased sales performance is a result of more sales activity and better sales effectiveness.
There are numerous processes and data that is available for sales activity management. After we have pushed our salespeople to generate more calls, meetings and proposals, we typically turn our efforts to improving sales effectiveness.
However, we find that there is no data to help us in sales effectiveness management. We usually have opportunity and pipeline information from our CRM reports but this is based on subjective assessment and does not provide a framework for management or coaching.