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

19 August 2010

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 team and individual levels.

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 highlights:

Inside Sales Survey

  • The average annual quota for inside sales reps has increased dramatically in the past 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 more than $1 million
  • 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

  • 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 past 3 years
  • The number of qualified leads generated per week increased an average of 38% in the past 3 years
  • Average daily volume of e-mails increased 31% in the past 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?