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.
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
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
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?
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