How do we compare on sales team RoI?
Run a very simple litmus test:

  • Take the total revenue budget that you hold the sales team responsible for delivering
  • Apply a cost-of-goods gross margin conversion ($GM)
  • Take your total cost to company to fully mobilise the sales team (fully loaded including– wages, super, car, travel disbursements, incentives, training, conferences, etc.)  ($CtM)
  • Divide $GM/$CtM
  • Compare your ratio to the cross-industries typical norm, being 10:1

Whatever your comparison looks like … don’t get too carried away. This is a rather blunt litmus test. It should be used to ask further questions, rather than derive answers or actions.