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 ($GM)
• Take your total cost to company to fully mobilise the sales team – fully loaded – wages, super, car, travel disbursements, incentives, training, conferences, etc. ($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.