Your marketing and sales expenses seem high. You struggle to decide how to optimize. Between salaries, tools, marketing activities, and travel, the cost of your sales setup often represents the largest expense category. But do you really know what each euro brings you?
The symptoms of an under-optimized sales setup
Several signs indicate that your sales setup is not as efficient as it could be:
- Unclear marketing budget: you spend without being able to precisely attribute results to each action
- Underutilized tools: CRM licenses, prospecting tools, marketing solutions... paid for but poorly or rarely used
- Scattered sales time: your salespeople spend too much time on administrative tasks rather than selling
- Costly turnover: departures and failed hires drain your budget without creating value
- Excessive discounts: your margins erode due to lack of structured negotiation methods
The result: a feeling of spending a lot without visibility on what really works.
The 4 levers of sales efficiency
- What you stop spending: unattributable budget, services without measured ROI
- What you free up: sales time returned to selling
- What you stop losing: margin preserved, turnover avoided
- What you gain: revenue and performance growth
Where are the efficiency opportunities hiding?
Our experience with 500+ companies has allowed us to identify the main optimization areas:
1. Tools and licenses
Unadopted CRM, paid features that go unused, duplicates between solutions... Technology waste is often significant. And beyond the direct cost, it is the productivity loss that weighs heavily.
2. Sales time
On average, a salesperson spends only 30% of their time actually selling. The rest goes to administration, reporting, information searches. Every hour freed up is sales capacity recovered.
3. Marketing actions without measurement
Trade shows, advertising, content... How many actions are repeated out of habit without analyzing their actual contribution to the pipeline?
4. The cost of turnover
A departing salesperson means 6 to 12 months of salary lost between recruitment, training, and ramp-up. Not to mention missed opportunities.
5. Margin erosion
Salespeople poorly trained in negotiation give away avoidable discounts. 2 margin points preserved on each deal adds up significantly over the year.
How KESTIO optimizes your sales setup
Our approach aims to make your sales investment more efficient, not simply to cut costs.
1. Setup diagnosis
We analyze your complete sales organization: teams, processes, tools, marketing actions, results. This diagnosis reveals inefficiency zones and quantifies opportunities.
2. Quantifying the 4 effects
For each lever identified, we calculate the potential impact: direct savings, time freed, losses avoided, achievable growth. You know before signing what the engagement should pay back.
3. Prioritized action plan
We build a roadmap that maximizes return on investment: quick wins in the short term, structural transformations in the medium term.
4. Implementation support
We do not deliver recommendations: we work alongside you to deploy optimizations, train teams, and anchor new practices.
Request an efficiency diagnosis
We analyze your sales setup and quantify optimization opportunities. No commitment - you leave with a clear view of your levers.
Request a diagnosisFrequently Asked Questions
How do I know if my sales costs are too high?
Compare your customer acquisition cost (CAC) to customer lifetime value (LTV). An LTV/CAC ratio below 3 is a warning sign. Also analyze cost per euro of revenue generated.
What areas are often under-optimized?
Underutilized tools and licenses, sales time lost to administration, marketing actions without measured ROI, cost of turnover, and excessive discounts.
What ROI can I expect from KESTIO support?
We quantify the 4 effects from the diagnosis: what you stop spending, what you free up, what you stop losing, and what you gain. You know before signing what the engagement should pay back.