Inside Sales and Field Sales KPIs

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KPIs (Key Performance Indicators) are indicators for evaluating an organization's performance and achieving goals. It is important to set appropriate KPIs for each role in order to improve productivity and achieve goals. As already mentioned, even if they belong to the same sales organization, inside sales and field sales have different roles, so they need to set different KPIs. We will introduce some representative KPIs for each type as a reference for deciding what specific KPIs should be set.

Inside Sales KPIs
KPIs often set for inside sales are three KPIs that are common to all sales phases: number of follow-ups, number of calls received/call rate, and number of effective conversations, and three KPIs set for each sales israel consumer email list phase, such as the early phase (sales acquisition rate), mid-phase (analysis of leads with high sales rate), and late phase (number of constraints/contract rate). By setting appropriate KPIs and properly measuring the effectiveness of inside sales, you can constantly visualize the current situation, so you can quickly find issues and quickly improve the quality of inside sales work. We have explained

inside sales KPIs in detail here , so please refer to it.

Field Sales KPIs
Many companies, regardless of size or industry, use three KPIs for field sales: number of cases, win rate, and average order price, after clarifying the final numerical goal (KGI = Key Goal Indicator) that the company is aiming for. The significance of setting KPIs is that they serve as guidelines for field sales to take appropriate actions, clarify the target numbers, and make it easier to identify the progress and bottlenecks of sales negotiations. For the field sales department as a whole, setting KPIs makes it possible to visualize whether the organization is moving forward correctly to achieve the goal, so it is possible to identify problems and improve them early. In addition, if KPIs are set, managers will be able to give timely advice to members, which is likely to improve the openness of the organization.

For more information on field sales KPIs, please read this .