In a nutshell, sales engagement is a term used to identify all interactions that take place between a seller and a buyer.
Any action a prospect takes on a seller’s channel or property can be defined as engagement. Therefore, every click, opened an email, event participation, or response your team receives from a potential customer can be classified as sales engagement.
Sales engagement of a prospect is measured by touchpoints between a seller and a customer and time of interaction. This data is then used to define what tactics, activities, or content initiate meaningful conversations with leads and potentially help close a deal.
These details allow sales managers to see a broader picture of a team’s performance and find ways to improve it.