The 3 MTMs that Improve Inside Sales Performance
Posted: Wed Jan 29, 2025 9:00 am
The thing that I found interesting with this answer was quality of the call. As you’ll see later in the article, quality of the call, and, more specifically, how that quality is measured, is one of my top three metrics.
Answer #3
The most interesting answer came from a VP of Sales in the business services sector:
# of open deals (times)
Historical win rate (times)
Historical ave. deal size = Pipeline.
He wrote: “One metric I’ve found very effective is: (# open deals) x (historical win rate) x (historical avg. deal size) = Pipeline. This takes some of the moving variables out of measuring just the numbers that are in the existing open deals and is based on past performance which should better indicate likelihood than a probability entered by the sales person.”
What I liked about this answer is that it seemed to most accurately iceland telegram data predict the upcoming pipeline. I’ve sat in a lot of pipeline meetings, some worldwide even, and almost everyone in the room knows there is a lot of ‘wood’ that isn’t going to close. Getting an accurate account of what is truly likely to come in seems hard. This formula seems easy. You should try it.
After considering the answers above, along with the other responses to my survey I settled on the three metrics that I feel matter the most for coaching and improving inside sales performance:
# of opportunities,
Close percentage
Script grading adherence evaluation per closing call
Answer #3
The most interesting answer came from a VP of Sales in the business services sector:
# of open deals (times)
Historical win rate (times)
Historical ave. deal size = Pipeline.
He wrote: “One metric I’ve found very effective is: (# open deals) x (historical win rate) x (historical avg. deal size) = Pipeline. This takes some of the moving variables out of measuring just the numbers that are in the existing open deals and is based on past performance which should better indicate likelihood than a probability entered by the sales person.”
What I liked about this answer is that it seemed to most accurately iceland telegram data predict the upcoming pipeline. I’ve sat in a lot of pipeline meetings, some worldwide even, and almost everyone in the room knows there is a lot of ‘wood’ that isn’t going to close. Getting an accurate account of what is truly likely to come in seems hard. This formula seems easy. You should try it.
After considering the answers above, along with the other responses to my survey I settled on the three metrics that I feel matter the most for coaching and improving inside sales performance:
# of opportunities,
Close percentage
Script grading adherence evaluation per closing call