Effective sales organizations have seven common characteristics.

1. Budgets – detailed sales team budgets
2. Calendars – sales team calendar visibility
3. Compensation – analyze if you are paying for what you want
4. Joint calls – used for observation and coaching
5. Opportunity tracking – provides understanding if your sales calls are producing opportunities and results
6. Sales meetings – forum for public accountability to budgets, goals and sales results
7. Target lists – clearly defined list of existing customers and prospects

Read MHEDA’s article on how to develop tools for an effective sales team.