Is your sales team’s response rate above or below expectations? Why is their response rate above or below expectations? What actions should you take? Understanding the Problem Long gone are the days of hustling prospects from the phone book. Long since has passed a time when you could jump your competition just by sending an […]
Your Sales Team’s Follow-up Is Non-existent and Ineffective
Is your sales team’s follow-up above or below expectations? Why is their follow-up above or below expectations? What action should you take? Understanding the Problem Prospects go without follow-up or the follow-up is ineffective. It is not uncommon when sales teams are overwhelmed with high volumes of leads that some leads – in some cases […]
Which Do You Choose: Leading KPIs, Lagging KPIs or Both?
If you are looking out the windshield, you are watching the road ahead. You are considering what is coming at you on the highway. If you are looking out the rearview mirror, you are observing what has already happened. You are noticing what has already based you by. And if you are looking out the […]
Sales Key Performance Indicators That Matter
Not all Sales Key Performance Indicators (“KPIs”) are created equal. Because KPIs serve as a measure of business success and failure, selecting the right KPIs is critical. KPIs help companies adjust execution to achieve the desired outcomes. Better outcomes lead to better results. Because KPIs are so important there are ample articles, stories and posts […]
The Theory of the Random Distribution of Leads
Leads are not randomly distributed; the good ones are always given to someone else. So the saying goes. Inbound lead generation systems often distribute leads equally to lead development teams. These teams often consist of Lead Development Representatives (LDRs), Business Development Representatives (BDRs), and Sales Development Representatives (SDRs). These team members work upper funnel leads […]