Selecting KPIs according to the phase of the inside sales organization

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The selection of KPIs will change depending on the development stage of the inside sales organization. Selecting KPIs that correspond to each phase will greatly contribute to achieving the organization's goals .

Initial stage: “Business acquisition rate”
In the initial phase, the "sales conversion rate" is an important KPI. At this stage, the emphasis is on acquiring new customers and increasing sales opportunities . The sales conversion rate indicates the ratio of the number of sales converted to the number of leads, and makes it possible to evaluate effective lead acquisition and sales conversion methods.

Mid-term: "Analyze hot leads"
As an organization moves into the mid-stage, "hot lead analysis" becomes a key KPI. Hot leads are prospects who have a strong interest in your product and are training directors email database likely to purchase. By analyzing the number and quality of hot leads, you can understand the market acceptance of your product and sales prospects .

Later stage: "Number of successful transactions"
In the later phase, the final "number of sales" becomes an important KPI. At this stage, it is necessary to evaluate how much inside sales efforts have led to actual sales. The number of sales indicates the number of prospects converted into customers, and is a clear indicator of the success of the sales strategy .

These KPIs are effective tools for properly evaluating goals and organizational performance at each phase and encouraging improvement.