Published by: Direct Marketing Partners
Author: Tom Judge and Jose da Costa
Length: 6 Pages – short but insightful
Highlights: The authors make an excellent case for separating the inside sales function into the pre-sales/lead qualification role and the actual sales role, which includes presenting and quota attainment. There is no date on the report that I can find, but it quotes 2010-2012 stats from the Bridge Group. I believe, however, that the numbers have not changed much in the past few years, and the report assumptions and recommendations are still valid.
- There are 8 Charts:
- 5 main functions of the pre-sales team,
- 7 calling activities of the pre-sales team,
- Ramp-up times for new rep productivity,
- Average dials per day, per rep,
- Average number of conversations per day, per rep,
- 3 charts demonstrating DMP activity in comparison to ramp-up time, dials per day, and conversations per day.
- Quotes the Bridge Group, Inc. 2012-2010 Lead Generation Metrics & Compensation Report.
- SLMA Opinion: DMP’s average rep per day dials and conversations are above average.
- SLMA Opinion: DMP’s ramp-up time at 2-3 weeks (depending on the hours committed to) is about right.
- Pre-sales activities have a direct impact on the quality and quantity of sales- ready pipeline.
- The cost to staff a pre-sales function may be underestimated by most companies.
- Be sure to staff and run campaigns according to the size of the sales funnel volume in order to drive quota attainment and staffing level.
- Consider going to an outside lead development firm to achieve KPIs at a more reasonable cost than full-time pre-sales people. There is also the implication that salespeople productivity will increase and quality of the leads will be amplified by using an outside firm.
Recommended for: Presidents, CMOs, CSO, Inside sales management
Disclaimer: This review was conducted independently without the advice or consent of the publisher. Direct Marketing Partners is a sponsor for the SLMA.
Note: If you would like your research or e-book reviewed, you may submit it to: firstname.lastname@example.org. There is no cost or guarantee it will be reviewed. You may not be given notice if it is reviewed. If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so. Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.