http://www.insidesales.com In today's data-driven world we all know that when performance is measured, performance improves. But what should really be measured to increase sales? In this free cheat sheet by Ken Krogue, President of InsideSales.com, you'll learn: What key items to measure How your sales reporting differs from best practices How to gain visibility to drive results Gregg Towsley http://www.GrowPlumbing.com

1. 12
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white papers
by insidesales.com
12 3
45
78
HIGH
VELOCITY
METRICS
THAT ACTUALLY INCREASE RESULTS
by Kenneth Krogue, President of InsideSales.com
The 12 key metrics I have
outlined here are written
in the form of a question
which is the primary
skill I recommend when
defining reports. As a
bonus, I added some
variations depending
on the length of your
sales cycle. If you attain
this level of detail in
your reporting, you will
uncover some great
leverage to drive sales
success.
- Ken Krogue

2. white papers
by
12 High Velocity Metrics that Actually Drive Results
by Kenneth Krogue, President and Co-founder of InsideSales.com
1. How fast does your sales team respond to
leads? (Immediacy)
2. How persistent are your sales reps in
responding to leads? (Persistency)
3. How soon does your sales team book
appointments? (Same day, next day, 2
days, 3 days, etc.)
4. What % of your leads are actually
contacted? (Contacted Ratio)
5. What % of your appointments come from
hot transfers or same call progression?
6. How fast do you re-set appointments that
don’t hold?
7. What is the length of your overall sales
cycle?
a. By Lead / List Source
b. By Size of Company
c. By Offer Type
d. By Sales Rep
8. What is the best time of day to be
calling? (Morning or Late afternoon is
best according to our research. Is it true
for your business?)
9. What is the best day of week to be
calling? (We found that Wednesday or
Thursday is best. Does your data agree?)
10. What % of Direct Dial phone numbers to
my reps have access to? (Instead of main
numbers)
11. How long has this prospect been without
a contact or impression? (We like to
stay in contact at least every 3 business
days. Test to find your optimal timing for
results.)
12. How long has this prospect been without
progression in lead or sales cycle (If they
haven’t progressed in 10 business days,
you may consider them a long-term
marketing lead instead of a qualified
sales lead.)
Ken Krogue is a co-founder of InsideSales.com, the first web-based CRM with
a fully integrated PowerDialer with sales automation including: single-click
voicemail, database triggered email, and dozens of technologies built exclusively
for remote professional sales. Start your free trial today at www.insidesales.com.