Measuring The Quality Of Your Inside Sales Team

Measuring The Quality Of Your Inside Sales Team

“Those who speak most of progress measure it by quantity and not by quality.” This old saying by George Santayana does match our experience with success in teleprospecting. Actually the most successful inside sales reps measure their work by quality vs quantity. Thus to be a successful inside sales rep, one must be focused on measuring the quality of their work as opposed to just the quantity. The process of teleprospecting is a mix of a science and an art. If an inside sales rep approach you stating, “I make X amount of activities each day, which is X amount higher than my neighbour who is outperforming me.” They then inquired how this is possible. This rep definitely had the science part of the job in place, but it was now time to focus on the quality of their work and the importance of measuring that in order to succeed at the job. While it is easy to track hard quantitative numbers, quality can be far more ambiguous. Here are 3 tips to help you measure the quality of your inside sales team’s performance: 1) Listen to your inside rep’s prospecting strategy: While it is beneficial to hear live conversations your team is having, it is just as valuable to hear how your team is navigating their way around new accounts. When you train with your inside sales reps, start by listening to a healthy hour of how they are prospecting and pulling in new accounts to their rotation. After your rep leaves their first message with a new prospect, make sure they are calling back into the company...

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