Salesforce ROI: Prove It or Kill It

CFO question I hear everywhere: "What revenue does Salesforce actually drive?"
Answer most teams give: "It's strategic!" (Translation: "We don't know.")

Here's the dead-simple ROI formula that works across industries.

The 3-number Salesforce ROI

Revenue generated through Salesforce / Total cost = ROI

Example:
€2.1M revenue tracked ÷ €210K spend = 10x ROI

Number #1: Revenue through Salesforce

Opportunities created in SF × Win rate × Avg deal size
85 opps/mo × 28% × €25K = €595K/mo = €7.1M/year

Number #2: Total cost (not just licenses)

Licenses €153K + Consulting €72K + Apps €35K = €260K

Number #3: ROI ratio CFOs love

7.1M revenue ÷ 260K cost = 27x ROI

Benchmarks:

• Poor: <5x
• Good: 10-20x
• Excellent: 25x+

Monthly ROI dashboard (build this)

opps created | win rate | avg deal | monthly revenue | ROI ratio
------------------------------------------------------------------
85           | 28%      | €25K     | €595K           | 2.3x monthly

When ROI fails (kill these first)

• <20% win rate = sales process broken
• <50 opps/mo = adoption broken
• €0 tracked = reporting broken

Let me calculate your ROI

Send monthly opps + win rate + avg deal. I'll give you your real ratio + 3 fixes.