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Seven Building Blocks of Sales Effectiveness

A Simple Sales Effectiveness Framework for Understanding Where and How to Focus Your Improvement Efforts

Given the dynamics in B2B, it can be challenging to know where and how to focus your attentions, energy, and resources to have the greatest impacts on overall sales performance. In this guide, you will learn:

  • A straightforward framework you can use to guide your efforts to improve overall sales effectiveness in your environment
  • The seven areas that have the most impact on performance drivers such as close-rates, cycle-times, deal sizes, margins, etc.
  • The two areas that act as "force multipliers" to improve and enable every other area in the sales effectiveness framework
  • How small improvements and tweaks in multiple areas at once can combine and compound to generate magnified results

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More Subscriber-Only Resources From Our Library

  • Getting Sales to Sell on Value

    Most B2B sales organizations are talking a good game about value selling. But beyond the talk, are they taking the right steps to make value selling a reality? In this expert interview, Julie Thomas discusses what it really takes to sell on value and generate significant results.

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  • More Effective Onboarding

    Every sales operation wants to get new reps productive faster. But making that a reality can be a challenge. In this session, we share key insights and principles for making onboarding more efficient and effective.

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  • Exploring the Principles of Sales Process Excellence

    There's a big difference between just "trying to improve" in a general sense and using a fact-based method for driving systemic improvement. In this expert interview, Michael Webb discusses applying the time-tested principles of process improvement to B2B sales.

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  • Anatomy of a Competition-Crushing Sales Strategy

    The better your sales strategy, the easier it is for your sales team to achieve their objectives. But sales strategy is often misunderstood. In this on-demand training session, learn how leading sales operations are improving their sales strategies to win more business, while actually competing less.

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