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.

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
Sr Product Manager at InsideSales.com
LinkedIn.com/in/ malittlefield

3. Sales Acceleration Podcast
Gabe Larsen 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. Top 5 KPIs

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
Effort Effect 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. When Who

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 – Avg Talk 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. Neuralytics Platform

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