” 3 Ideas” 💡 for Sales Efficiency Metrics..

In my last post, I highlighted “Sales Productivity” Metrics

Let’s talk about “Sales Efficiency” Metrics 🎯 here :-

1. Onboarding

2. Coaching

3. Training

✅ 1. Onboarding

Onboarding plays a critical role in sharing the company values, setting expectations, and helping employees have a strong sense of belonging.

Organizations must establish a systematic way of gathering feedback from new hires, such as one-on-one interviews with managers or anonymous surveys.

Onboarding programs grew substantially, from 23% in 2019 to 32% in 2020.

✅ 2. Coaching

Many companies are looking at the overall performance of their sales teams as a way to gauge how effectively managers are coaching their reps.

The popularity of this metric could be attributed to the challenges many organizations face in incentivizing sales managers to coach their teams.

47% of respondents reporting they track this regularly.

✅ 3. Training

Activity-based metrics remain the most common for gauging the effectiveness of ongoing sales training programs in organizations.

Activity-based metrics are tracked because they provide visibility into how much time is being taken away from reps who could be selling.

Below graphic highlights the metrics as a percentage (%) of respondents.

Source – Sales Enablement Analytics Report 2020-2021.

#b2bsales #salesperformance #salesefficiency #salestraining #salestools