Not sure what to track? OpenView’s Devon McDonald identifies the lead generation metrics you need to determine the effectiveness of your team.
As you monitor the progress of your team, it’s important to choose the right lead generation metrics to stay abreast of what’s going on. According to Devon McDonald, Director of Sales and Marketing for OpenView, the best metrics might be simpler than you think.
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Kyle Porter of SalesLoft joins OpenView’s Devon McDonald and CeCe Bazar in this 45min webinar covering the top free tools your sales team needs to use to boost your performance and increase your efficiency.
While you should be carefully monitoring metrics, effective lead generation team management will use leverage them as motivation for the larger goal.
While it’s obviously important for your team to be making and keeping up with their daily and weekly call quotas, it’s all too easy for your reps to quickly become bogged down in that monotony. That’s why Devon McDonald, OpenView’s Director of Sales and Marketing, says successful lead generation team management requires you to take a broader view.
Even if you’ve hired a great manager and have a team of hungry reps, developing great lead generation team training is paramount to the group’s success.
There are a lot of factors that go into the success of your lead generation team, but Devon McDonald, Director of Sales and Marketing Support at OpenView, cautions you not to overlook the importance of lead generation team training.
Building your company’s first sales team is a challenging, risky endeavor, and it can be tempting to tap someone with senior experience at an established corporation to bring a sense of stability and order to things. But before you go after the big gun, find out why many experts caution against it.
Given the choice between hiring a sales rep whose resume features tenure at mostly smaller, lesser-known organizations, or a rep with experience selling enterprise software for larger, well-known corporations — whom would you target to get your startup’s or expansion-stage company’s sales function off the ground?
It’s true that building an outbound lead generation team can be a boon for your sales, but make sure you’re setting it up for success from the start.
Looking to add a spark to your sales process? Building an outbound lead generation team can be a great place to start if you take the time to properly plan it out. That’s why Devon McDonald,Director of Sales and Marketing Support at OpenView, says you need to take the time to consider these 3 questions before you begin to assemble the team.
We have assembled a panel of sales experts to share their insights and ideas about how to successfully build and manage an outbound lead generation team.
At the expansion stage, many B2B technology companies have validated their products, proven their markets, established their vision, and formulated a plan for scaling a successful business. What they often haven’t done, however, is figured out how to drive the volume of high-quality leads they need to effectively execute that plan.
The solution to that problem, typically, is to develop an outbound lead generation team.
Sales benchmarks are a critical reference tool for startups and expansion-stage companies, particularly those lacking a structured, repeatable lead generation and customer acquisition process.
By allowing companies to better evaluate and understand their own metrics, sales benchmarks can give executives and managers a much better sense of what to expect when launching a customer acquisition initiative into a new market or when building a new sales team.
Turning a new lead qualification team into a well-oiled machine takes time, but focusing on these key elements will ensure it’s time well-spent and that a stronger, more productive sales pipeline is the result.
If you’ve made the proper preparations your lead qualification team should have everything in place it needs to succeed. But no matter how good the game plan, you still have to ensure they execute, and it’s all but guaranteed things aren’t going to run 100% smoothly right out of the gate.