What is Sales Efficiency ?

by | Aug 29, 2022 | Sales Techniques | 0 comments

Sales efficiency is a hot topic in the business world. Because of the recession, many companies are looking for ways to increase sales and reduce costs. Sales managers can achieve sales efficiency through several methods, including process improvement, technology implementation, and employee training. With this, they can ensure that they are allocating their resources in the most effective way possible.

Sales efficiency is essential for any business, especially for companies with high sales and marketing spending. To be efficient, sales organizations must focus on the right metrics and use data-driven decision-making.

To find the best solution for your company, you must ensure your sales reps are maximizing their time and resources. By increasing sales efficiency, your company can improve its bottom line and stay competitive in today’s economy. This blog post will give you a guide on what sales efficiency entails. 

What is Sales Efficiency ?

The term “Sales Efficiency” is a SaaS business metric that gives sales managers the chance to understand the direct revenue impact of every fund spent on expenses or investments. It helps provide insight into the sales team and individual performance based on revenue created. 

The magic number for sales marketing expense (SME) is 10%, meaning that for every $1 spent on sales and marketing, the company should generate $10 in revenue. It is vital for companies that rely on SaaS business models, as they must show their shareholders a high return on investment.

How is Sales Efficiency calculated ?

It’s easy to calculate your team’s sales efficiency. You can start by adding your sales and marketing spending for a period. The sales and marketing spend includes salaries, benefits, commissions, office space, software, and ad spending. The next step is to divide the new business revenue generated in that same timeline by the costs and multiply by a hundred.

Assuming your sales team generates $114,000 in the prior quarter after spending $95,000 on sales and marketing; you’ll divide the generated fund by the spending costs and multiply by 100. The answer will be 120%, and that’s a positive sign; it’s above a hundred percent. Meaning that your sales team is creating more revenue with each fund spent. In contrast, if the score is below a hundred percent, your team’s sales effectiveness is low with the resources and support. 

You can use these sales efficiency calculations to improve your sales efficiency at team-wide level and individual levels.

Which metric is good for measuring Sales Efficiency ?

Here is a proper breakdown of the SaaS Sales Efficiency scores:

  • Less than 100%: Analyse your sales and marketing techniques. Use more up-sell and cross-sell techniques.
  • 100%: You’re on the right path
  • 101% – 300%: Continue using the same sales process
  • Above 300%: The highest score indicates that your product or services align with the market. With your profitable SaaS business, you’ll experience incremental revenue. 

Why is Sales Efficiency important to Founders ?

Sales Efficiency is essential to founders because it provides absolute transparency into the direct relationship between sales performance and revenue generated. Founders that pump money into sales organizations need a proper analysis of their operations, especially their sales and marketing efforts. 

They can make use of specific KPIs to maximize efficiency. As stated earlier, your sales efficiency ratio will give insight into the program’s success. Founders can use their sales enablement efforts to help push that sales efficiency metric up. Start by ensuring that your sales reps spend less time on manual tasks. It’ll give them more time to drive the sales cycle, engage leads, develop relationships, high-quality foster experiences, and create revenue.

Without the sales enablement efforts, your sales team might not be focused on selling, leading to marketing misalignment. So, there will be skills gaps in the sales team. Finally, it’ll benchmark the effectiveness of your team’s sales and marketing efforts.


Achieving sales efficiency is essential for any company that wants to be successful. A few primary things to remember when trying to reach sales efficiency:

  • Focus on your target market.
  • Understand your buyers.
  • Develop a sales process that meets the needs of your company.

By following this advice, you can ensure that your company is as efficient as possible and that you can make the most of every sale.

Interested in learning more about scaling your sales team while successfully maintaining your conversion rate, team motivation and engagement? At SalesDeck, we provide you with tools and resources to improve the efficiency of your sales team. 

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