Sales Effectiveness

Sales effectiveness refers to the ability of a company’s sales professionals to win at each stage of the customer’s buying process, and ultimately earn the business on the right terms and in the right timeframe. Sales Intelligence systems and strategies that sales are data-driven. SI is usually integrated.

Improving sales effectiveness is not just a sales function issue; it’s a company issue, as it requires deep collaboration between sales and marketing to understand what’s working and not working, and continuous improvement of the knowledge and strategies that sales people apply as they work sales opportunities.

Sales effectiveness has historically been used to describe a category of technologies and consulting services aimed at helping companies improve their sales results. SI describes a set of concepts and methods to improve Sales Performance and decision making by using fact-based Transaction information. 

Sales Intelligence is similar to Business Intelligence but is specifically designed for the use of Sales People and Sales Managers. Most good Sales Intelligence products will inform you if there's a potential customer drift issue, so you can address the situation before it becomes a problem is usually integrated.