Customer prospecting KPIs are information used to measure the results and performance of a company’s new customer prospecting processes. Through sales performance indicators, you can know whether your company is on the right track to achieve its goals and objectives.
You will learn what the main sales prospecting KPIs are and how you should use them to improve sales growth. The 2 questions I want to answer with this video are:
- Are you using the right metrics to measure your company’s prospecting results?
- Are you achieving maximum sales results or with some adjustments will you have more positive sales results?
Speaking of prospecting, the most effective way to know whether your new customer acquisition strategy is on the right track or not is through customer prospecting KPIs.
The High Performance Sales Mantra
We begin this article this disappeared with the the phrase that every sales professional should take as a mantra in their career.
What cannot be measured, cannot be improved.
The phrase above is by William Thomson, and is the mantra of any and all improvement processes, regardless of the area of activity.
We already know that the definition or origin of prospecting is research. With this in mind, we must know that when we are prospecting new customers, we are separating the “good” customers from the “bad” ones. Or rather, we are separating the customers with a purchasing profile for our products from the customers without a profile.
If you prefer to listen to this article, we have a podcast about the most important indicators of the customer prospecting process . Listen below
The Process of Prospecting New Customers
Before we have prospects, we need to have contacts. The first step in the build sms marketing campaigns that deliver results of prospecting new clients is to get the contacts of potential prospects . In other words, the email, phone number and name of a person or a company when we operate in the B2B market .
Once we have this contact, we will start prospecting. The next step is to find contacts with a purchasing profile and then turn them into prospects.
In the past, this process worked very well using the telephone directory. The salesperson would take the telephone directory containing thousands of contacts and then go out prospecting, looking for contacts with a purchasing profile.
This “search” or prospecting was done via telephone calls, today in addition to the telephone, we can do it through other equally effective means, such as WhatsApp and email cadence flow .
The Main Customer Prospecting KPIs
Before we dive into the top 6 customer prospecting KPIs , we need to clarify two things. What are KPIs and what are their benefits?
What are customer prospecting KPIs?
KPIs ( key performance indicators ) are a way of bgb directory important information to determine and explain how a company will progress towards achieving its sales and marketing goals.
More details on what KPIs are, click here .
KPIs help decision makers understand whether the company is moving in the right direction, and if not, where they need to focus their attention for necessary adjustments.
No matter what it measures, the goal of a KPI is always to improve organizational health.
KPI Characteristics
- Relevant to business
- Easy to understand
- Usually in the form of graphs
- Temporal (Must be analyzed within a certain period)
Benefits of KPIs
- Close monitoring of strategy results
- Identifying errors and successes
- Quick bug fixes
- Constant performance improvement
- Data-driven decision making (no guesswork)
- Goal alignment
- Increased sales
- Generate insights
- etc
Anyone working in sales needs to understand exactly what a KPI means. Below we will discuss the 6 main customer prospecting KPIs.