Sales Prospecting Perspectives

(And Call Volume is Not One of Them)

I recently wrote in my blog post 5 Most Frequently Asked Questions About Outsourcing Inside Sales that gone are the days of closely tracking the number of activities when managing your inside sales team. While I still think measuring activities is important to a degree, I don’t think it should hold as much weight as it does for many inside sales teams out there.

The problem with placing such a large emphasis on the number of activities is that doing so confuses the purpose of teleprospecting. It’s not about quantity, it’s about quality. With this metric as a forefront in Inside sales reps’ minds, they tend to get caught up in making a high number of dials instead of focusing on making smart dials. Smart dials lead to quality conversations which in turn result in qualified opportunities for themselves or for the outside sales team to follow up on.

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz, President of Heinz Marketing.

Many sales organizations often struggle with how to predict which sales will close. Their sales forecasts are weak, or non-existent, and that fact affects their bottom line.

Your sales forecast influences numerous decisions in your company’s sales process. A weak sales forecast not only affects commission checks, but also the success of your entire organization. It’s tricky to predict which sales will close or which prospects will be qualified. However, when it’s done right, an accurate forecast will keep a business on course, using past figures to predict short- or long-term performance.

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz, President of Heinz Marketing.

Whether you’re managing sales for a large enterprise organization, or are trying to build business for your own one-man-shop, these tips should help guide your thinking, strategy and action when building and managing a bigger sales pipeline.