There isn’t a magic number that defines the ideal ratio between the cost of a Sales & Marketing team and the revenue it generates. But that isn’t exactly bad news either because it means that there’s always an opportunity to improve on sales and marketing efficiency.
This can be achieved either by improving conversions at each stage along the buyer’s journey to maximize sales, or by reducing the effort required to nudge a prospect gently into subsequent stages of the sales cycle. But truth be said, it is most often a combination of both these approaches that drives the best results.
Our sales efficiency approach broadly covers the following.