The Secret Sauce to Sales Efficiency

Have you ever suspected that there’s a “secret sauce” to sales efficiency — one you just don’t have the recipe for? The good news is that, when you know how to measure sales efficiency and what that really means, everything else begins to fall into place.

Find out how to make this secret sauce for yourself by tracking key sales performance metrics, improving your habits, and using a sales efficiency formula that really works.

Watch Lindsey talk through her top tips for sales efficiency in the video below:


What is sales efficiency?

Sales efficiency metrics are one way to compare how much money the sales department brings into your business vs. how much it sends out the door. They can also reveal important information about your investments and how your teams utilize available resources.

Sales efficiency helps you visualize three things:

  • Revenue
  • Costs
  • The relationship between these two

To calculate your own ratio, you’ll use the sales efficiency formula. Take all your sales costs — from salaries and benefits to tech investments and sales collateral — and divide them by your revenue. The result helps describe how your spending and income interact.

For example, say you made $10 in Q1 and spent $5. Your sales efficiency ratio is 2 — or, perhaps more accurately, 1:2, which means you make $2 for every $1 you spend. On the other hand, if you made $20 and spent $40, your ratio is 0.5. For every $1 you spend, you only make $0.50.

Here’s a simplified breakdown of what these ratios mean:

  • Less than 1: You’re losing money.
  • Exactly 1: You’re roughly breaking even.
  • More than 1: You’re making money.

Simply put, higher sales efficiency means that more of your revenue becomes profit.

Why is it important to track sales efficiency?

There are plenty of good reasons to keep the sales efficiency formula in your back pocket. Here are just a few examples:

  • Performance evaluation

    When you track sales efficiency, you can use the ratio to evaluate sales team performance. This helps identify areas where the team is performing well and where improvements may be necessary. It can also point to reasons why your quota attainment might be slipping.

  • Goal-setting

    Sales efficiency metrics tell you where you are and where you should be going. You can use this information to set achievable goals for the sales team, helping them improve their overall efficiency and better define success.

  • Resource allocation

    A good ratio means you’re using your resources wisely. When you improve sales efficiency, you maximize your return on investment (ROI) by putting those resources in the right place depending on your needs and challenges. For example, if your sales team feels underprepared and resultantly loses sales, you might see improved ROI by investing in training and development programs.

  • Forecasting

    Sales efficiency isn’t just a snapshot of your current sales landscape; it’s a way to help forecast future sales and revenue. By analyzing past data and comparing current metrics, you can make informed decisions and adjust your strategies accordingly.

  • Context

    While sales efficiency is a useful measurement, it’s not the only thing you need to keep track of. Fortunately, sales efficiency metrics help create context for other data, which can create a more complete picture of your profitability, revenue growth, sales team structure and more.

Sales efficiency vs. sales effectiveness vs. sales productivity

You may see sales efficiency, sales effectiveness, and sales productivity used interchangeably — but that’s not really correct. Here’s a better way to think about these three concepts:

Sales efficiency Sales effectiveness Sales productivity
This focuses on what you're doing This is more about how your sales team is performing. In many ways, productivity is the outcome of efficiency plus effectiveness.
Example: You spend a certain amount on sales team training. This is part of your sales efficiency ratio. Example: The amount you spend on training stays the same, but effectiveness measures how much your sales reps are getting out of that training and whether they’re utilizing the new tools and processes. Example: You use efficiency and effectiveness metrics to identify the ideal amount to spend on training. This is the point at which your sales reps are getting maximum value, but your investment is still reasonable.


6 ways to improve sales efficiency

Once you know all the differences in sales efficiency vs. sales effectiveness vs. sales productivity, you can put it all together to make significant improvements for your reps and revenue.

First, though, you need to know how to bring that sales efficiency ratio up:

  • Provide sales training: Training helps sales reps develop the skills and knowledge necessary to be as efficient as possible. This education can cover everything from product knowledge and customer relationship management to sales techniques and sales platform utilization.
  • Set realistic goals: The keyword here is “realistic.” Make sure your goals are within reach so sales teams feel motivated to make progress.
  • Automate tasks: When you automate lead generation, data entry and other manual tasks, you can save time for reps and help them focus on higher-value opportunities.
  • Use sales tools: Solutions such as customer relationship management (CRM) software or sales enablement platforms can help streamline the sales process.
  • Measure and analyze sales data: Data tells the story of your sales department. Measure this information to identify areas for improvement and extract valuable insights on sales optimization.
  • Make coaching a habit: Coaching can support every stage of the sales process and is a valuable tool for increasing efficiency. Identify areas where your reps struggle most often and use these as learning opportunities — and don’t forget to fill in the gaps with training and support materials, too.

How Mindtickle helps to improve sales efficiency

To truly cook up the secret sauce to sales efficiency, you need to put all these pieces together. That means keeping your sales efficiency metrics, sales performance data, enablement materials, and tech tools all in one place.

Mindtickle is a platform that does all this and more. By providing a single home for training and content materials, performance tracking, visibility into your forecast, deals, and calls, and more, Mindtickle creates the foundation you need to improve sales efficiency in the right ways. The result is a unified sales ecosystem that provides insight into your strengths and weaknesses — all through data-driven, scalable insights. You can oversee every moving part, from individual sales reps to entire departments.

For example, say you’re focused on Software as a Service (SaaS). SaaS sales efficiency has unique benchmarks depending on what your sales process looks like, who your customers are and how your reps handle processes such as demos and platform onboarding. With Mindtickle, you can personalize your approach by rolling out templated sales plays that include content, training modules, best practice call recordings, and Mutual Action Plans so best work and win deals.

Put Mindtickle to work for your sales efficiency

If it’s time to improve sales efficiency, it’s time to try Mindtickle. With all your data, materials, processes, and training in one place, you’ll have the insight you need to make targeted improvements. Get that sales efficiency ratio over 1 and keep it there.

Ready to get started? Request your Mindtickle demo today.

Drive Better Decision-Making + Productivity with Mindtickle and Snowflake 

Data is critical to effective sales enablement. On our blog, we’ve talked previously about how to achieve data-driven transformation in your sales enablement organization and how to have coaching conversations with sellers informed by data.

And now we’re taking you under the hood to give you the backstory on why our latest feature, data sharing with Snowflake, is amplifying and optimizing how sales teams access, analyze and combine their sales enablement data with other sources.

This feature empowers our customers to unlock contextual, holistic insights that can drive better decision-making and increase productivity.

In this blog post, we’ll outline the problem with the traditional methods and how we’ve tackled them, our partnership with Snowflake, some of the ways our customers will see benefits, and next steps for anyone interested in learning more about what this could mean for your own revenue productivity approach.

The problem with traditional methods and how we’ve tackled them


Let’s set the stage for why this partnership is significant.

Traditional methods of sharing reporting data can be cumbersome and inefficient, hindering the true potential of sales data.

Organizations have relied on methods such as API-based data transfers and custom integrations to extract, transform, and load (ETL) data into their systems for reporting purposes. These methods often require additional code and resources and organizations need to encrypt and decrypt the data to make it more secure.

As data is transferred and copied, organizations must ensure that all data compliance and protection rules are followed. Data needs to be manually synchronized between different systems, taking a significant amount of time and effort. This also leads to inconsistencies, which means decisions are made based on an inaccurate representation.

The ideal approach would be performant, scalable, and maintainable. In all the traditional approaches, organizations need to check various metrics to ensure they are populating the correct data in their warehouses.

And this is where our data-sharing partnership with Snowflake enters the equation.

Our partnership with Snowflake

Unlike the traditional approaches outlined above, data will not be duplicated in data sharing with Snowflake. All our customers’ data will reside in Mindtickle’s Snowflake account and a secure data share is created between our account and the customer’s Snowflake account.

Using this secure share, customers can run SQL-compliant queries to fetch the data. On top of solving the duplication issue, this method also means that there is no additional storage cost for our customers.

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No additional infrastructure

Data sharing with Snowflake eliminates the need for API-based data transfers and custom integrations to extract, transform, and load (ETL) data into customer systems. With Snowflake’s native SQL access, customers can directly access the data without any additional infrastructure or ETL pipelines.

So what does this mean for customers? They have access to cleaner, more reliable data and it eliminates data duplication, unnecessary additional code and data pipelines, or infrastructure for storage, reducing overall infrastructure costs.

Customers can be confident of the accuracy, consistency, and quality of the data, since it is drawn directly from the database where Mindtickle stores it. This approach is more efficient, and cost-effective, and doesn’t compromise on data security or quality.

With all the time and resources saved, Mindtickle and Snowflake enable customers to focus on driving toward their business goals and decision-making rather than worrying about the complexities of data management.

Faster insights

In today’s competitive market, businesses need access to accurate insights quickly to stay ahead of the curve and respond to evolving trends and behaviors. These insights can provide valuable opportunities for enablement and revenue teams to make data-driven decisions.

Without this sort of data sharing, data extraction involves exporting and duplicating data or using APIs that require developers to build code to automate, making the process time-consuming and expensive. Mindtickle’s data sharing with Snowflake allows instant access without the need for complex ETLs or pipeline integrations saving both time and money.

Our customers’ analysts and data scientists can easily access clean, organized tables in an easy-to-query format using Snowflake’s SQL-based syntax. Moreover, the shared data stays up-to-date through a regular sync, and improvements can be rolled out quickly without the need for engineering involvement.

Through sharing our data with Snowflake,  Mindtickle provides a faster and more efficient approach to data access, enabling businesses to respond quickly and stay ahead of the competition.


Data always needs to be encrypted and decrypted to ensure security. When the data is transferred or stored in different locations, all the data compliance and protection rules need to be checked to meet the contractual requirements. These methods carry an inherent risk as the data is continuously moved and duplicated.

With Snowflake and Mindtickle, data is not copied or transferred, but instead remains securely in the Mindtickle Snowflake account, with customers being given full access using secure data share to view, join, compute, and query the data as if it were in their own Snowflake account.

On top of that, Snowflake’s services layer and metadata store ensure data sharing is safe and secure, with access carefully managed to ensure that only authorized users can see the data.

Having the right data in the right tool is a game-changer for revenue organizations. Mindtickle empowers our customers to marry data from other platforms with their enablement data to unlock valuable insights.

Mindtickle’s collaboration with Snowflake represents a significant step forward and demonstrates the company’s commitment to providing innovative solutions that drive success for its customers. For customers looking to get started using Data Sharing with Snowflake, take a look at this help article.

Want to see for yourself?

Get in touch with our team to see how enablement data can be contextualized and actioned through data sharing with Snowflake.