How 2015 Ready Are You?

Posted by Cindy Littlefield on Wed, Dec 10, 2014

I opened my email this morning and was bombarded by advice on how to end the year with a bang.

For most of us, those with longer sales cycles, that horse has left the barn. Trying to course correct now is too little, too late.

I'm sure you've spent countless hours on strategy and planning for next year. I'm asking you to spend 5 more minutes. As inside sales leaders, the next few days and weeks are the perfect time to assess your readiness for 2015.

I've created a 2015 Readiness Scorecard to make it easy for you.

With the scorecard you can assess your team's readiness for 2015 against:

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Topics: inside sales management, metrics

Outbound Prospecting Benchmarks for 2015

Posted by Matt Bertuzzi on Wed, Oct 29, 2014

For every 1000 accounts prospected in a given quarter, how many opportunities should an SDR group generate?

That question can mean only one thing, it's time for the latest release of the Outbound Index.

For those unfamiliar, the Index is a collaboration between Pete Gracey, CEO of QuotaFactory, and I into the metrics of outbound prospecting. With each release, we provide an 'outbound snapshot' powered by actual, transactional CRM data.

In other words, we don’t ask ‘Hey, how’s the prospecting going?,’ we dig into the data and find out the truth.

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Topics: cold calling, metrics

How One VP Hired 23 Reps in 100 Days (and Lived)

Posted by Matt Bertuzzi on Tue, Aug 19, 2014

ZipRecruiter’s VP of Inside Sales, Kevin Gaither, was tasked with hiring 25 inside sales reps in just three months. This is his story.

Kevin joined ZipRecruiter in the summer of 2013. By January 2014, he’d grown the inside sales organization to a dozen reps, proving out both the concept and model.

With greater than 8K inbound leads per month, it came time to scale.

Four months and 700 candidates later, Kevin hired 23 reps (and lived to tell the tale).

Kevin shared three things he did right.

1) Approach the hiring process like you would a sales process.

Kevin’s ‘hiring funnel’ included:

  • 7 ‘stages’
  • A 4.5 hour process per hire
  • Starring roles for himself, his Managers, and Reps
  • 3.5% conversion rate from candidate-to-hire
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Topics: inside sales management, metrics

2 Quarters In, Grade Your Sales Team

Posted by Matt Bertuzzi on Wed, Jul 23, 2014

Q1 and Q2 are in the books. How did your team do?

If you're like most companies, you know a) your team's actual vs. goal and b) the number of reps at/above quota. But does that truly give a full picture of performance?

Sales Team Grader

I've been working on a benchmarking tool to fill in the gaps. (Big thanks to the folks who participated in beta testing!) The tool benchmarks your team against:

  • Group performance vs. goal
  • % of reps at 90%+ (of quota)
  • Median rep performance
  • Top and bottom 20%

By way of example, I ran analyses on two companies. Here are the results.

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Topics: inside sales management, metrics

How to Track Attempts per Lead in Salesforce

Posted by Matt Bertuzzi on Thu, Jun 26, 2014

If you lead an SDR team, or are in Marketing and deliver them leads, I'm sure you've been involved in debates about how many times a rep should attempt to reach a prospect.

You have a process. But are you able to accurately track it in Salesforce?  

For years, I've been tweaking reports trying to get an accurate picture and I think I've finally buttoned it up. Here's how you can too: (you might want to involve your Salesforce Admin)

Step 1 - Choose the right report

For most orgs, Activities with Leads will be the best report type.

Step 2 – Focus on a subset of leads

If you include leads that your reps are currently calling, it will skew your numbers. Similarly, you don't want leads your SDRs have disqualified without ever attempting (competitors, students, cartoon characters, etc.).

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Topics: inside sales management, metrics

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Sharing insight & ideas on Inside Sales best practices for pipeline generation & quota attainment - trends, tips, models & metrics.

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