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7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
This document summarizes a presentation about key salesforce reports that inside sales managers should review. It identifies the top 5 common mistakes, such as measuring success by dials instead of conversations. It also outlines the top 5 key performance indicators, like correct contacts and talk time. Finally, it lists the top 7 insightful reports, including correct contact rates by time of day and conversion rates by lead source, that can help sales reps improve performance.
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7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
- 1. 7 Salesforce Reports Every Inside Sales Manager Should Be Pulling Featuring: Mark Littlefield, Sr Product Manager at InsideSales.com
- 2. Today’s Speaker Mark Littlefield SrProduct Manager at InsideSales.com LinkedIn.com/in/ malittlefield
- 3. Sales Acceleration Podcast GabeLarsen Steve Eror
- 4. Can You Answer These Questions? • Who should you call right now to have a conversation? • How many times should you call a prospect? • When should you stop calling a prospect? • What reps are dialing but not being effective? • What are your peak answer times?
- 5. What We Will Go Over • Top 5 Common Mistakes • Top 5 Key KPIs • Top 7 Insightful Reports
- 6. TOP 5 COMMON MISTAKES
- 7. #1 Mistake –Measuring Success by Dials Reps are not hired to place calls… They are hired to have conversations that lead to sales.
- 8. #2 Mistake –Measuring Success by List Completion 100% List Completion Success
- 9. #3 Mistake –Measuring Success by Number of Contacts Quality not quantity is key when measuring meaningful connects
- 10. #4 Mistake –Using reports only as an accountability tool Help reps succeed by creating campaigns based on science, not intuition.
- 11. #5 Mistake –Mixing call dispositions and lead dispositions Call 1 Call 2 Call 3 Call 4 Lead Status New – No Answer Working – Answer Working – Left Msg Working – No Answer
- 12. #5 Mistake –Mixing call dispositions and lead dispositions Working – No Answer Working – Contacted Working – Decision Maker Contacted Working – Left Voice Message Working -‐ Busy
- 13. #5 Mistake –Mixing call dispositions and lead dispositions Call 1 Call 2 Call 3 Call 4 Lead Status New Working Working Working Disposition No Answer Correct Contact Left Message No Answer
- 14.
- 15. #1 – Correct Contacts Getting ahold of the right person, not just a gate keeper.
- 16. #2 – Talk Time Measure Talk Time related to Correct Contacts
- 17. #3 – Appointments Set Appointments Set indicate that a rep is having conversations that are progressing the opportunity.
- 18. #4 – Dials Dials are still an important KPI to measure, but should not be a focus.
- 19. #5 – Lead Conversions
- 20. Top 7 Insightful Reports
- 21. Maximize sales by having appointment setters and callers focused on Correct Contacts and not distraction KPIs such as Dials or Contacts.
- 22. Dialer Feedback Loop EffortEffect Results Analyze
- 23. #1 – Correct Contact by Time of Day Question: When is the best time to call my prospects to get them to answer?
- 24. #2 – Correct Contact by Dial Attempt Question: How many calls should I be making to prospects?
- 25.
- 26. #3 – Conversion Rate By Lead Source Question: How many dials does it take to convert leads from certain lead sources?
- 27. #4 – Correct Contact Percentage by Rep Question: How well are my reps doing at getting the right person on the phone?
- 28. #5 – AvgTalk Time per Correct Contact Question: Are my reps having meaningful conversations with their prospects?
- 29. Who Has Meaningful Conversations Meaningful Conversations
- 30. #6 – Immediate Response Results Question: How does responding quickly impact correct contacts?
- 31. #6 – Immediate Response Results Question: How does responding quickly impact correct contacts?
- 32. #7 – Call Result Percentage by Avg Duration Question: Who are my best reps and which reps need some help?
- 33. Can your reps do it?
- 34. Can Your Reps Do It? • When should I call to have the highest likelihood of a correct contact? • When should I stop calling a lead because they are not interested? • How many rings should I wait before hanging up?
- 35. Click-‐to-‐Call A simpler way reach more leads faster than ever before through one-‐click dialing technology.
- 36. PowerDialer More than a dialer. More than an app. An integrated system to contact, connect and close more deals.
- 37.
- 38. In this ebook, we invite you to tour a day in the life of a top performing rep to see how your team can: • Leverage data science to increase revenue by as much as 30% in 90 days • Increase cold calling and sales prospecting dials, contacts and conversions • Stay focused on the right leads, opportunities and activities for maximum success DOWNLOAD NOW InsideSales.com/resources CSO Insights reports that the average sales rep only spends two days a week effectively selling Cold Calling and Sales Prospecting: A Day in the Life of a Top-Performing Sales Rep