Sales Force Effectiveness Benchmark

Identify the improvement opportunities across your sales engine that will genuinely ‘move the needle’

Driving sales force effectiveness is more difficult than ever. The rise of the highly-informed and discerning buyer, shift towards consensus decision-making and proliferation of digital channels have all contributed to the changing face of selling. With the combination of this changing landscape and the many moving parts of a sales force - knowing ‘what good looks like’ and understanding the key levers and priorities to get behind in order to drive results is a critical challenge.
 

Drawing on global benchmarking data of over 75,000 salespeople and 11,000 sales managers, the Sales Force Effectiveness Benchmark provides a holistic assessment of the behaviours of frontline reps and sales managers against best practice, as well as the effectiveness of your marketing and sales framework. The Benchmark enables your organisation to understand your key strengths to leverage and gaps to close, as well as distil the critical improvement opportunities which will deliver profound performance uplift.

Key Benchmark Outcomes:

Understand the Critical Pillars of Sales Force Effectiveness

Leverage highly-actionable sales effectiveness best practices which are proven to correlate to rep performance

Know How You Compare
to Global Best Practice

Surface uplift opportunities across your marketing and sales framework and identify gaps to close and strengths to leverage

Isolate Your ‘Vital Few’
Uplift Opportunities

Distil the opportunities which will transform sales effectiveness, as well as the quick wins that can be quickly capitalised on

Define Your
Transformation Roadmap

Understand dependency challenges and the optimal sequencing for your sales effectiveness transformation

Mobilise Sales
Effectiveness Transformation

Gain executive alignment around defined scope, accountabilities and deliverables for your ‘Vital Few’ initiatives

Track & Embed More
Integrated Execution

Leverage ongoing re-benchmarking to ensure you are realising the benefit and driving continuous improvement

Related Content

Blog

How To Design and Implement Transformation Solutions that Move the Needle

In my previous post, How Can You Effectively Prioritise Marketing and Sales Transformation Initiatives?, I outlined the importance for leadership teams to be able to identify and prioritise a set...

Blog

How Marketing and Sales Leaders Can Accelerate Transformation

Across the marketing and sales transformation projects we’ve undertaken, one of the biggest talking points amongst our clients is the criticality of gaining executive sponsorship for driving...

Blog

Sales Transformation for the Digital Age – Event Recap

Attracting over 350 business, marketing and sales leaders, Blackdot recently ran a thought leadership session exploring one of the most significant challenges facing our clients – how to...

Blog

5 Key Shifts Changing the Face of B2B Selling

I recently published a post with a topline recap of the latest in our series of thought leadership events – Sales Transformation for the Digital Age. In this post, I’ll give you an in...

Blog

B2B Sales: What will the 'Rep of the Future' look like?

Today’s B2B selling environment is changing and it’s vital for organisations to adapt sales to stay relevant to evolving customer expectations. While the environmental shifts driving...

Event

Sales Manager Open Program

Understand Sales Manager capability levels and gaps against best practice, equip Sales Managers with practical tools and skills which drive performance and create real change through ongoing...

White paper

Adapting To The Digitally Empowered B2B Buyer

Digital has changed fundamentally how B2B customers buy, bringing both opportunity and unprecedented complexity for marketing and sales organisations.

White paper

Sales Force Effectiveness is Dead… or is it?

Immediately improve your sales performance by addressing core Sales Force Effectiveness (SFE) fundamentals.

White paper

Focusing Sales Manager Development

Learn the ‘vital few’ sales management disciplines that connect manager development with genuine sales force performance uplift.

White paper

Unlocking Sales Manager Coaching Impact

Understand what Best Practice coaching looks like to accelerate frontline salesperson development and performance

White paper

How Far Progressed Are Organisations With Digital Go-To-Market Transformation

Recent Blackdot research asked 450 business, marketing & sales leaders how far progressed their organisations are with digital go-to-market transformation. This paper shares the results and details...

Success Stories

Adopting Best Practices to Enhance Sales

Blackdot helps a leading pharmaceutical company develop a new sales management framework to improve coaching and performance management

Success Stories

Diagnosing the Root Cause of Poor Sales Performance

Blackdot's diagnosis of core sales performance issues helps a major telco turn negative growth positive

Success Stories

Global Pharma Company Boosts Sales Effectiveness by 300%

Blackdot helps global pharma company turn around lacklustre sales performance with a new sales process

Success Stories

Identifying Frontline Behaviours that ‘Move the Needle’

Blackdot helps a nationwide insurance company assess frontline sales effectiveness and identify high-performing behaviours

Success Stories

Utilising Best Practice to Achieve ‘Super-Normal’ Growth in New Region

Blackdot helps over 1,500 salespeople at a major transport and logistics company drive growth in APAC

Our Clients Realise Transformation

  • John Tait, Managing Director - Australia and New Zealand - First Data
    • John Tait, Managing Director - Australia and New Zealand - First Data

    "The Blackdot Benchmark provided a level of insight around the key themes that we need to continue to get right to drive sales force effectiveness and obviously the financial objectives we need to achieve. It helped us deliver a financial outcome that saw us become the fastest growing market in all of the countries that we operate around the world."

  • Shane O’Connor, General Manager Group Strategic Initiatives - Commonwealth Bank
    • Shane O’Connor, General Manager Group Strategic Initiatives - Commonwealth Bank

    "The Blackdot benchmark allowed us to examine the business – where we were performing well, and performing not so well. We always knew that we had a number of high performing sales people, but the challenge for us as a business was to lift those middle performers up to that next level..."

  •  Jane Russell, Head of Human Resources - iNova
    • Jane Russell, Head of Human Resources - iNova

    "As part of our transformation to a performance culture, we embarked on an overhaul of our incentive program across all business units. We engaged Blackdot to assist us with a review of our current incentive program and to conduct a benchmark survey to identify opportunities vs. best practice."

  •  Zalman Paris, Head of Marketing - Rocla
    • Zalman Paris, Head of Marketing - Rocla

    "We enlisted the support of Blackdot to review and determine our optimal sales operating model. They conducted an organisation-wide sales performance benchmark alongside extensive stakeholder interviews to identify key pockets of internal best practice."

  • Steve McAllister, Executive Director of Sales And Telstra Business - Telstra
    • Steve McAllister, Executive Director of Sales And Telstra Business - Telstra

    "I wanted to participate in the Blackdot Benchmark so that I could get a view into the drivers behind the sales organisation: What was making them effective? What was stopping them from being more effective? And to basically gauge the overall effectiveness of the sales organisation."

  • Mark Hamilton, Director Sales & Customer Service Australia, NZ, Pac Islands - TNT
    • Mark Hamilton, Director Sales & Customer Service Australia, NZ, Pac Islands - TNT

    "I wanted to participate in the Blackdot Benchmark so that I could get a view into the drivers behind the sales organisation: What was making them effective? What was stopping them from being more effective? And to basically gauge the overall effectiveness of the sales organisation."

  • Russell Godbier, Country Manager, Territory Sales - TNT
    • Russell Godbier, Country Manager, Territory Sales - TNT

    "We engaged Blackdot to lift our territory sales capability. They used a unique mix of individual & role-based assessments to isolate what actually drives our new business growth to ensure our investment was focused on what really matters."

  • Dan Spira, Managing Director - Australasia - Valeant
    • Dan Spira, Managing Director - Australasia - Valeant

    "We knew we had real opportunities for sales performance improvement - to ensure an optimal approach to identifying and converting we used Blackdot to run a series of rigorous, data-driven benchmarking and qualitative fieldwork observations..."

Download the Product Sheet

Learn more about the Sales Force Effectiveness Benchmark