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.