In our last blog post Inside Sales Challenges Part1, we started a discussion about the biggest inside sales challenges and discussed lead generation. In part 2 we are going to discuss other big challenges that make every sales manager scratch their head – Measure and Track Sales Process.
InsideSales.com after doing thorough research developed the 14 Magic Sales Metrics that the most successful sales managers and sales teams track. These sales analytics have been broken down into three distinct categories – sales activity metrics, sales pipeline management metrics, and sales results metrics.
These categories can be described as a sales funnel from top to bottom and further activities.
Sales Activity Metric
1. Call to connect
2. Connect for opportunity
3. Opportunity to deal
4. Call to deal
Above mention, the activity requires ideal prospect profiling and a sales script that is well crafted to tackle the below-mentioned situation
- Capturing attention
- Communicating differentiation in the opening
- Exuding energy and enthusiasm
- A focused efficient 20-second impact
- Avoiding sabotage at the start
5. Pipeline stage conversions
6. Average days per stage for won vs Lost opportunity
7. Inflow/outflow of opportunity
8. Q-Q pipeline growth
9. Pipeline coverage ratio
Pipeline management comes into tracking the process and understanding what is more important for sales effectiveness. In our other blog post, we already discussed
10. Quota attainment
11. Q-Q sales growth vs pipeline growth
12. Average deal size
13. Sales cycle
14. Forecast accuracy
These are high-end and macro-level metrics to overlook the overall efficiency and success of the sales team.
These might appear easy but to ace these process the sales team need proper training and mentoring and need to completely understand each process’s value and the reason behind it.
In our 2-Day Workshop to Create B2B Client Surge, we train business owners, and inside sales professionals about how to overcome common sales challenges and start getting consistent client appointments.
– The various Approaches for Outgoing Calls
– Sustaining Interest
– Handling the initial resistance
– Engaging the prospect and exploring the need
– Closing technique
– Individual action plan
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