Key metrics for Inside Sales Teams

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Information about Key metrics for Inside Sales Teams
Business & Mgmt

Published on December 12, 2013

Author: AAyuja

Source: slideshare.net

Description

This presentation highlights five key metrics every inside sales manager could start with to analyze the productivity of his/ her sales team.

Key Metrics for Inside Sales Teams Visit us at www.aayuja.com *Via  ShoreTel Sky Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. Meet Goals, Beat Competition, Exceed Expectations AAyuja © 2013

1 Calls Dialed (“Dials”) It is important to know how many times a day your team is dialing the phone for a couple of reasons. The first is obvious, it gives you insight into the productivity of each rep. But, be careful, more calls don’t necessarily lead to more sales. Call quality is more important than quantity. Remember a quality 10 minute conversation is usually more valuable than 10 no answers or voicemail messages The number of calls in a day also help you determine the size of contact database required to keep your reps fully utilized. AAyuja Internal and Confidential © 2012

2 Calls Connected (“Connects”) Dials are good, but connects are better Dials are good, but connects are better. Connects measure how many times your reps successfully connect the call and are actually speaking with the person they called. Like dials, understanding this data this will have a direct impact on productivity. It also helps you determine if you are calling the right people at the right time. If you notice a blip in your connect rate, you may want to review the quality of any recently purchased prospect lists.

3 Calls by Time of Day When are your reps making the most calls and the most connects? It’s also good to know if calls are being made consistently throughout the day. If all of your reps take lunch at noon and no calls are made, it might be worth an experiment to see if chaining the lunch time for some reps results in more connects. Also, take a look at the actual lead conversion rate by the time of day. If most of the calls are occurring between 8:00 AM and 10:00 AM but most of the connects happen in the afternoon, you might want to rearrange your reps daily schedule

4 Talk Time Talk time is typically, but not always, directly related to quota attainment Not all connects are created equally. It takes time to establish a relationship with a prospect and share your company’s value. Understanding which reps spend the most time actually speaking to prospects can give you insight into which introductions and call practices work best. Talk time is typically, but not always, directly related to quota attainment. There tends to be a Goldilocks Principle in effect so look for your sweet spot. AAyuja Internal and Confidential © 2012

5 Outlier Conversations “What gets measured gets done, what gets measured and fed back gets done well, what gets rewarded gets repeated.” - John E. Jones When you start to analyze calls with these metrics, you will notice fairly consistent patterns. To truly understand rep productivity, you should look more closely at calls that don’t fit the pattern. For example, an hour long call to a phone number that is not in your CRM is probably not a sales call. If this is happening frequently, you may have a productivity issue. AAyuja Internal and Confidential © 2012

5 Outlier Conversations “What gets measured gets done, what gets measured and fed back gets done well, what gets rewarded gets repeated.” - John E. Jones When you start to analyze calls with these metrics, you will notice fairly consistent patterns. To truly understand rep productivity, you should look more closely at calls that don’t fit the pattern. For example, an hour long call to a phone number that is not in your CRM is probably not a sales call. If this is happening frequently, you may have a productivity issue. AAyuja Internal and Confidential © 2012

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