Findings from Phone Works Inside Sales Metrics Surveys: How Do You Compare?


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Process and metrics are the lifeblood of inside sales organizations.  Leaders of phone/Web sales organizations – or their Sales Operations Managers – typically measure conversions at every step of the sales cycle in addition to average sales cycle length, average deal size and other more common metrics.  Sales 2.0 companies are following their lead and putting increased focus on tracking and measuring their key performance indicators (KPIs) in all sales channels in order to predict and improve results at both the team and individual level.

But not every sales manager knows which metrics to track or how their productivity measurements compare against those of other companies.  If you want to see what leading B2B companies in the San Francisco Bay Area are measuring, check out the latest inside sales (quota-carrying phone/Web sales) and lead generation (sales development/pipeline-building) metrics reports produced by Phone Works, based on surveys sponsored by the Bay Area Telebusiness Alliance (TBA.)

Here are some of the highlights:

Inside Sales Survey Findings
•    The average annual quota for inside sales reps has increased dramatically in the last three years
•    During the same time period, the percent of reps achieving quota has declined
•    Inside sales reps achieving 75% or more of quota, carry an annual average quota of over $1Million
•    Inside sales reps achieving 75% of quota or better close an average of 2 more deals per quarter, compared to all respondents

Sales Development Survey Findings
•    Companies that are achieving 100% of quota have a 6-8 attempt contact strategy to reach the prospect
•    Average talk time has increased 18% in the last 3 years
•    The number of qualified leads generated per week increased an average of 38% in the last 3 years
•    Average daily volume of e-mails increased 31% in the last 3 years

Metrics will of course vary depending on factors such as your market, your position in the market, your target audience, and your implementation of technology and process.

How do your sales metrics compare? What sales KPIs do you measure? Which metrics would you like us to add to future surveys?

Republished with author's permission from original post.

Anneke Seley
Anneke Seley was the twelfth employee at Oracle and the designer of OracleDirect, the company's revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a sales strategy and implementation consultancy that helps large and small businesses build and restructure sales teams to achieve predictable, measurable, and sustainable sales growth, using Sales 2. principles.


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