LSA Global

JUNE 17, 2024

How to Increase the ROI of Sales Training Even though $20 billion is spent on business sales training per year, more than a third of sales leaders admit that they do not have a clear idea of what measurable return they are looking for on sales training.

ROI 64

ROI Sales Sales Sales Management 64

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

DECEMBER 20, 2018

The EVP of sales liked the easy-access dashboard to report on metrics and the forecast. Sales management was less positive but acknowledged that it helped them monitor activity. And the sales team — well, they mostly hated it. Integrate your marketing efforts with sales activity.

Sales 15

Sales Sales Revenue Metrics 15

Harvard Business Review

JANUARY 28, 2015

Develop a shared vocabulary and shared metrics. When CMOs and COOs talk about the customer decision journey, that language needs to be translated into metrics and key performance indicators (KPIs) that more accurately measure progress. When sales managers saw a rush of customers, they could put more people on the front desk.

Operations 12

Operations Metrics Onboarding Sales 12