Things that Matter from the Trenches: Metrics that Matter

For the longest time Inside Sales organizations have measure every single aspect of the activity and results of their inside sales representatives. The proliferation of technology, analytics, business intelligence, and customer engagement tools have given leader better insights into the performance of their team members. Savvy leaders are using now ratios, which is the combination of an input vs. the output. These ratios are providing managers and leaders with better insights into the true effectiveness of their team members.

Here are some examples of Activity Effectiveness Ratios:

  • Calls : Connects
  • Connects : Meetings
  • Meetings Scheduled : Opportunities Sourced
  • Number of Activities : Meetings set.

The ratios provide tremendous insights on several aspects such as campaign effectiveness, rep efficiency and for managers insights into areas of coaching and improvement.