Sales Efficiency is a popular metric with sales leaders and business analysts alike who want to measure how well the sales team is doing. Typically, sales efficiency is measured by looking at sales contributions relative to costs, as well as important metrics such as sales velocity, sales cycle, and customer satisfaction. Companies will often track these metrics quarterly, or yearly to assess the effectiveness of sales processes and to make data-driven decisions about their key resource allocation.

In our eyes, the ‘tale of sales’ is only half of the story. Proper marketing, building trust, and brand messaging are all key ingredients to sales success. Both departments heavily rely on each other for efficiency. For marketing, getting high-quality prospects & leads is a success – they reach the right people. For sales, getting meetings with the right people is the most important. Either team can’t function without the other being efficient. For inefficiencies in the sales cycle, the root cause lies in the middle of the funnel – right between sales and marketing.