Just because your sales team is constantly working hard, it doesn’t necessarily mean they are being truly effective and productive. That’s why it is ineffective to look at statistics like “Hours worked” or “Calls made” when you are defining their performance.
According to InsideSales: A majority of Sales reps day (up to 64%) is spent on activities that simply don’t generate revenue. To help you dig deeper into actual performance, here are four inside sales benchmarks that will help you gauge the true health of your team.
1. Percentage of Calls Being Connected
Just because your team has a large number of leads and are speaking to people all day, it doesn’t mean they are speaking to the right people. Instead, they may be spending hours each day trying to get through stubborn receptionists or leaving answering phone messages. You should set a benchmark for how many connected calls they are getting each day.
2. Attempts Per Lead
Instead of just looking at how many leads your team has been calling, you should also look at how many times they have attempted to call each lead. It is well known that leads don’t purchase on the first call. Instead, a good benchmark to set is that at least seven calls are made before it is considered a poor quality lead.
3. Number of Follow Ups Needed to Convert
Following on nicely from this is looking at how many calls it takes, on average, for each team member to convert a lead. You should soon get a benchmark for how many touches are needed to sell your product and then hold everyone accountable for hitting this target.
4. Calls per day of the week
It is surprising how useful it can be to examine the effort your team is putting in each day of the week. By looking at calls per day, you can gain invaluable insight into things like employee motivation and when the best time is to contact leads. If you notice that certain days continually see performance slipping, then it could be good to slip in extra training on those days or to provide a motivational boost.
Using these four metrics, you can quickly get a better understanding of how healthy your sales team actually is and how effective your sales development strategy is, rather than how hard they appear to be working. You should also be creative and assess the nature of your sales process to establish accurate metrics that will help boost performance. Just be sure to make your team aware that these benchmarks are in place, and regularly discuss their performance with each one.