Monitoring Inside Sales Productivity

1. Monitoring Inside Sales Productivity Executive SummaryMonitoring Inside Sales ProductivityMost organizations have a very difficult time quantifying the productivity of theirinside sales departments. If you dont have a phone system that captures accuratedialing, contact, and other productivity metrics, use a simple manual processinstead. Download our Sales Productivity Metrics (Daily), Sales Productivity Metrics(Monthly), and Sales Productivity Metrics (Quarterly) reporting tools.How can you Measure Inside Sales Productivity? • Dials - this is the simplest form of productivity measure for inside sales. A solid performer should make over 100 dials per day on average. Top performers can achieve 150-200 dials per day, depending on their contact %. • Email Samples - many decision-makers prefer to have an introduction with a preview of your product/service sent via email, rather than take a sales call directly. While this form of contact is not very effective, it should be tracked. • Set Appointments - top performing sales people generally have 2-3 appointments booked per day, and set 2-3 new appointments for later in the week. Respecting your prospects time shows a lot of professionalism. • Demonstrations - product demonstrations are an excellent key performance indicator (KPI) that should be measured acutely. The more times you pitch your product and the better you become with your pitch, the more likely you are to generate sales or advances to the sales cycle. • Sales (Closed Won) - this is the most important metric that seems to receive all of the attention. While measuring sales is clearly important, dont neglect all the previous activities (dials, samples, appointments, demos). • Closed Lost - if your sales representatives cant demonstrate that they are closing opportunities as lost, they arent getting enough actual decisions. • Efficiency Ratios - checking ratios such as dials/sales, dials/demos, and demos/sales, is a great tool for motivating staff to improve their skills.Action Plan:Start Measuring Productivity - mandate that all sales reps complete a DailyProductivity Report. Compile this data into a Sales Productivity Metrics tool on amonthly basis, and transfer results into a Quarterly report. © 2009 Demand Metric Research Corporation