Examples of Common Goals

As a brainstorming exercise, here are ten common goals organizations typically have for the InsideSales system:

1. They want to increase the total number of sales calls per day for each agent using the system. This typically involves the InsideSales.com Power Dialing solution.
2. They want to increase the average rate / percentage at which new leads are converted to a viable prospect (increased lead conversion = more opportunities, which ultimately leads to higher bottom line).
3. They want to track which sources of leads are giving the company the most leads.
4. They want to track which sources of leads are giving the company the most qualified leads.
5. They want to track which campaigns, or targeted sales approaches give their company the best chance for success.
6. They want to track the total time it takes from start to finish to close a sale (from lead generation to a closed deal).
7. They want to track specific types of actions that take place during the sales or marketing process—for example, how many product demonstrations are performed by each agent, or how many pricing quotes are sent per week / per month to determine which sales reps are being most effective.
8. They want to automate the distribution of new lead data to agents so that it is sent instantly to the right agents at the right time (once again, the goal being higher qualification rates—the right leads going to the right agents increases the probability of qualifying the lead).
9. They want to centralize the company sales database on a single system with broader access via the Web.
10. They want to track which of their existing customers are still actively involved in the sales process / upsell process, or which customers seem to require more day-to-day personal attention to maintain a solid relationship.

This is by no means a comprehensive list, but most organizations have at least one, if not a combination of several of these goals as their primary purpose(s) for the system.