Every university and nonprofit in the country is interested in raising more money. Many universities spend millions of dollars to hire experienced staff, build databases, and pay for prospect travel. The question becomes, What is the return on investment? With significant and sometimes drastic budget cuts, university programs are increasingly asked to justify their existence. As with most businesses, evaluating the effectiveness of the sales team is a function of measuring the right data. This chapter explores best practices in evaluating the effectiveness of annual and major gift teams. The article also looks at expectations of measuring the success of start-up programs as opposed to more established programs.