Revenue Growth: Sales Effectiveness & Growth Drivers

A Sales Team has key inputs or levers and knobs – not just outcomes or business results – which I call “Sales Effectiveness & Growth Drivers”.  Every CRO or VP of Sales can analyze and correctly use these to drive sales effectiveness and growth on the team.

They are as follows:

1) Strategic Drivers

  • Sales strategy
  • Sales force structure and size
  • Sales role design and span of control
  • Sales territory planning & management
  • Sales pipeline creation

2) Sales force Development Drivers

  • Recruiting
  • Onboarding
  • Sales leadership
  • 1-on-1 Coaching – Account Coaching
  • 1-on-1 Coaching – Opportunity Management Coaching
  • 1-on-1 Coaching – Sales Skills (Calls, Objections, etc)
  • 1-on-1 Coaching – Complex Sales Negotiations
  • Group Coaching via Film Reviews
  • Communication
  • Continued learning
  • Ongoing training and development
  • Company and sales culture
  • Quality of sales management team
  • Alignment with marketing
  • Teamwork

3) Performance Management Drivers

  • Goal setting
  • Sales forecasting
  • Performance management
  • Compensation and incentives
  • Motivation programs
  • Culture and a meaningful work environment

4) Technology Enablement Drivers

  • Information management
  • Industry and customer research
  • CRM and data
  • Sales tools


What else?  What are some thoughts on using Sales Growth & Effectiveness Drivers to scale your sales revenue and scale your company?