Enablement Glossary: Sales Efficiency

Sales efficiency

Sales efficiency measures the speed of your sales team during a specific time period. It’s one of the most important sales operation metrics to track as it also helps leaders identify how much it costs to close a deal.

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Sales efficiency FAQ

How do I calculate sales efficiency?

Measuring your efficiency is simple if you follow the sales efficiency formula. First, you need to gather these numbers:

The gross revenue earned during the amount of time you want to track, such as a quarter or fiscal year
Sales and marketing expenses including salaries, training, and tools from the same time frame

Once you identify both figures, divide the gross revenue by expenses to calculate your overall sales efficiency metric.

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