Glossary

Efficiency is the effort required from sales reps when moving a deal through the sales process, from lead to close. Automating, simplifying and removing tasks all increase efficiency, which gives reps more time to sell.

All sales processes must be efficient. If there’s too much resistance preventing reps from selling, they will sell less. Increase efficiency also makes life easier and less stressful for reps, who are constantly at risk of burnout and departure.