How do you compare your sales development performance?

1 Lead generation metrics

Lead generation metrics can provide insight into how many leads are generated from various sources, such as inbound marketing, outbound prospecting, referrals, events, and social media. These metrics help to evaluate the effectiveness and efficiency of lead generation strategies and tactics, as well as the quality and quantity of leads. To gain a better understanding of lead generation, it's important to track key metrics such as lead volume (the total number of leads generated in a given period), lead source (the channel or method that generated the lead), lead response time (the average time it takes to contact a lead after they express interest), and lead conversion rate (the percentage of leads that move to the next stage of the sales funnel).

2 Appointment setting metrics

Appointment setting metrics can provide insight into how many qualified prospects you are scheduling meetings with, as well as the success rate of those meetings. These metrics help you evaluate the quality and relevance of your leads, as well as your ability to communicate value and overcome objections. When tracking appointment setting metrics, it is important to consider meeting volume, source, attendance rate, and meeting-to-opportunity rate. Meeting volume is the total number of meetings booked in a given period, while meeting source is the channel or method that resulted in the meeting. The meeting attendance rate shows the percentage of meetings that are attended by both the prospect and sales rep, while the meeting-to-opportunity rate reflects the percentage of meetings that result in a qualified sales opportunity.

3 Opportunity creation metrics

Opportunity creation metrics are important for measuring the impact and return on investment of sales development efforts, as well as the alignment and collaboration between sales development and sales teams. To track these metrics, you need to look at the total number of opportunities created in a given period, the channel or method that originated the opportunity (e.g. email, phone, web, social, etc.), the percentage of opportunities that are closed and won by the sales team, and the average or total revenue generated by the opportunities. All of these metrics will help you understand how successful your sales efforts are.

4 Sales development productivity metrics

Sales development productivity metrics provide insight into how efficiently and effectively you are using your time and resources to generate leads, book meetings, and create opportunities. These metrics can help you optimize your sales development process and performance, as well as identify areas for improvement and coaching. It's important to track activity volume, which is the total number of sales development activities performed in a given period. Activity quality measures the average or total number of positive outcomes from sales development activities. Activity ratio compares the ratio of sales development activities to outcomes. Lastly, activity time looks at the average or total time spent on sales development activities.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?