To speed up the target audience coverage, the sales team is recommended to use a CRM system synchronized with the corporate telephone network and predictive dialing function. This will allow managers to avoid long connection waits when calling, automatically switching to the next call 2 seconds after the previous one is completed. Thus, in a short period of time, employees will be able to establish more contacts with potential clients and present the company's product to them.
Sales managers use this metric to evaluate the performance of their departments, and salespeople can use it as a measure of personal productivity.
The number of calls and letters from sales representatives does not play a big role if the offered products do not arouse interest among potential buyers. Lack of interest indicates problems not so much with the work of managers, but with the offer itself.
Created potential for making sales
It is not only the number japan email list of calls made and letters sent by sales specialists that is important, but also the interest they can generate in recipients. Lack of interest in the product indicates shortcomings not in the actions of managers, but in the USP.
The "sales opportunities created" indicator reflects the number of interested buyers contacted by sales representatives. This indicator allows you to assess the prospects of future deals and classify them by importance and chances of success. At this stage, it is analyzed to what extent contacts from the unconfirmed base meet the criteria of an ideal buyer, whether they fall into the sales funnel and are ready to move along it to the conclusion of a contract.
The calculation is very simple: the sum of potential transactions launched during a specific period of time.
SOC = ∑Customers p t
Where
Sales opportunities created (SOC) – generated chances for a sale;
Customers p – potential customers (people interested in the offer who received the manager’s call);
t – time period.
Monitoring the opportunities created is quite important for a business, especially when the path to closing a deal takes a significant amount of time. This index provides key information for assessing the effectiveness of the sales process:
Was it effective? We determine by comparing the total number of opportunities with the number of requests per employee.
Is the sales scenario being used effective? We analyze by comparing the number of opportunities with the number of completed deals.
This metric is important for measuring sales performance, funnel analysis, and revenue forecasting.
Recommended articles on this topic:
Sales Triggers That Have Never Failed
KPI for the sales department: how to calculate and implement
How to get contacts from a client: the most effective methods
Converting Leads into Deals
This metric provides an answer to the most important question for sales managers regarding the number of leads that transform into sales.
Calculation formula:
Conv = Sales / Leads
Where:
Conv – conversion rate.
Sales – number of closed deals.
Leads – the number of interested consumers or leads.
The metric is ideal for a daily report of a sales manager. This indicator is important for analyzing the performance of the entire sales department. Conversion demonstrates the effectiveness of customer acquisition. You can analyze the buyer's path from the completion of the transaction and identify successful acquisition strategies. This data can be used to optimize the process of acquiring new customers and improve results at different stages of the sales funnel.
Conversion improves understanding of the target audience. It allows you to define the portrait of the consumer for whom the promoted USP is ideal. Based on this, you can adapt your methods and strategies in accordance with the location and behavior of such clients.