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...
Lead Nurturing Toolkit

Lead Nurturing Toolkit

Chief Marketing Technology Blog just released their Marketing Technology Landscape Supergraphic. With a near 2,000 vendors, a number that has almost doubled from last year, how does the everyday marketer expect to navigate through the ever-growing sea of tools? Cue the lead nurturing toolkit. What are marketing toolkits? Marketers use a lot of apps. In fact, 53% of mid-sized companies use five or more marketing technology solutions. and 15% of companies use 10 or more.  Marketing toolkits makes work and reporting easier because instead of having completely silo’d apps and data, integrated apps create a focal point, generally in the CRM or marketing automation system, that offer a unified view of customer data, improved ease of use, and application interoperability. The lead nurturing toolkit Why? Three reasons: Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads. Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. Most buyers are 50-60% of the way into the buying cycle before they’ll talk to you. An effective lead nurturing toolkit enables you to mold and witness prospects becoming leads and leads becoming customers. Since leads and customers are constantly providing signals about where they are in the sales cycle, it is important to know where the data is, how to find it, and how to use it– and a lead nurturing toolkit can help. How I developed the lead nurturing toolkit? The list below is the outcome of a few, simple–but important–questions. What do you need to be successful in lead nurturing? How does the application enhance lead nurturing? Does it actually...

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