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20 Sales Metrics for Outbound Enterprise Sales - BizXpand
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We track most important conversions in sales metrics. Prospects2presentation for example tells us that in average we need 8.2 new prospects to get a single presentation with a decision maker. The numbers depend heavily on the industry and the value proposition. The same for email responses: In this case we have an email response rate of 62%. These are intro emails to CxO and VP level of larger enterprises in West-Central Europe. “Time2prospect tells us that in average we need half an hour to identify and pre-qualify a new target company, find their buyer personas and reach out to them by email.” Conclusion:
Conclusion: “For example if prospects2presentation is getting too high you have a problem with the value proposition (message, benefits, customer values)” Without KPIs you know that you’re not making the revenue numbers according to your plan but you have no measures in hand where to improve your sales machine.