Sales Research Publications

2010 Telemarketing Inside Sales Optimization

Discover the 2010 Top 10 Trends in Telemarketing/Inside Sales
and Why This Could be the Big Year to Rebuild Your Organization

According to our Telemarketing/Inside Sales Performance Optimization 2010 Key Trends and Analysis report, this could be the Big Year for rebuilding your telemarketing organization. Learn what to leverage in this economy to increase your team's sales effectiveness and productivity.

In this report, we show you our top 10 Telemarketing/Inside Sales metrics, changes, or discrepancies we believe are trending in an important direction for telemarketing/inside sales organizations. Here are 3 of those 10:

1. Quota attainment is Down: 53% of Telemarketing/Inside Sales reps met or exceeded their quota last year; this is up one point from two years ago, but down four full points from one year ago.
2. Telemarketing/Inside Sales is playing nicer with Marketing: Telemarketing/Inside Sales has a lower percentage of self-generated leads and is generally happier (than field sales) with the quantity/quality of leads provided by Marketing.
3. Number of Calls to Close is Up: 63% of sales close with 3-9 calls, down from 72% a year earlier; only 1% went to 1-2 calls to close, the other 8% went to >9 calls to close.

This report also highlights why investing in lead generation programs brings big value plus what companies consider their top internal investments. Discover why quota attainment, target compensation and turnover are down but new hiring is way up.

In all, we invited professionals directly involved in the management of their organizations’ inside sales teams to give us feedback. Nearly 250 firms participated in this year’s study.

Achieve keen insights into what other companies are doing in telemarketing and inside sales.

The report package contains a PDF of the Telemarketing/Inside Sales Performance Optimization 2010 Key Trends and Analysis report plus a Power Point file with all 97 Metrics from the survey.

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$795.00