Harvard Business Review

APRIL 25, 2014

They measure sales ROI differently. The key to smart investing is having good data that highlights where the greatest sales ROI is. Many companies, however, measure sales efficiency in terms of sales cost versus revenue. Some 72% of companies in the top quartile of sales ROI also have the lowest sales costs.

Sales 15

Sales Sales ROI Marketing 15

Harvard Business Review

FEBRUARY 18, 2016

To start, you can estimate the full system cost of hiring, training, compensating and integrating each specialist into the organization, and weigh the cost against the specialist’s value—the amount of profitable revenue you would not get without that specialist. The real payoff comes from improving the ROI.

Sales 14

Sales Sales ROI Account Management 14

Harvard Business Review

AUGUST 5, 2014

That isn’t easy, but the payoff is worth it: Our most recent research shows that companies with excellent marketing capabilities outperform the market with 2-3X greater revenue growth. CMOs need to show the ROI of every pound spent on marketing and how it delivers against the bottom line.”. That bottom line sensibility is crucial.

Banking 14

Banking Marketing Revenue Sales 14

AIHR

SEPTEMBER 30, 2021

For example, when you think about a sales function, you think about, you know, the whole customer engagement piece channel management, the commercial part of the internal sales, account management, these are capabilities which are critical, if you want to have a successful sales transformation. Or in your past roles?

KPI 52

KPI Scaling Implementation Digital Transformation 52