One of the best parts of modern-day marketing is the massive amount of data that is available to us. This data provides complete visibility into the performance of marketing campaigns, especially those that capture inbound leads. With this insight, we can maximize our inbound efforts to collect as many leads as possible. This newfound ability […]
The world’s most successful sales managers have something crucial in common. They make highly intelligent revenue predictions. Sure, nearly all sales managers track some sales metrics, but the truth is most inside sales leaders just aren’t going far enough. When it comes to data-based sales coaching, you need to go beyond tracking basic outbound sales […]
There are so many factors that go into managing a sales development team. You need the right reps, a solid strategy and a repeatable sales process. However, one of the most important things that sales leaders need is insight into their SDRs’ activities. It seems simple enough, but unless you’re tracking the right data points […]
Opportunities form the lifeblood of any sales organization. They are the glue between sales development reps (SDRs) and account executives. As your SDRs focus fervently on sourcing ops, your quota-carrying salespeople work tirelessly to transform those opportunities into closed/won deals. So if you want to predict revenue, you need to be able to predict opportunities. If you’re leading a B2B […]
For our recent eBook, we asked several sales leaders to name a sales metric that more managers should be tracking. One of the sales leaders we spoke with was John Barrows, who trains sales teams at many of the world’s leading technology companies, and offers exceptional training content at jBarrows.com.  Meetings with Key Decision Makers by Rep Most companies […]
For our recent eBook, we asked several sales leaders to name a sales metric that more managers should be tracking. One of the sales leaders we spoke with was Box’s VP of Sales Productivity, Doug Landis. In Sales, it’s far too easy to focus your attention on the low hanging fruits of sales analytics (e.g. […]
If you think CAC is a weird sound your feline makes when choking on a hairball, you might want to check out our new 2016 Complete Guide to Inside Sales Analytics (On the other hand, if you can already calculate CAC/LTV in your sleep, but you want to teach your fellow sales managers how to […]
Ready to manage your sales team like the world’s top inside sales experts? At Dreamforce, one of our most popular sessions was one in which we asked a panel of some of the world’s top sales coaches to weigh in on their best and worst sales metrics. We’ve now distilled the collective wisdom of all […]
To build a world-class inside sales team, you must possess the power to not only know when deals will close, but also to be able to predict when they are going to close.   For our latest eBook, we asked several of the world’s top authorities on inside sales which metrics they thought more inside […]
When you’re leading an inside sales team, you need to know what is and isn’t working as early in the process as possible. If a rep isn’t giving the right pitch, you need to apply more training ASAP. If a particular lead generation stream is generating killer leads, you need to make marketing aware right away so they […]
Here at RingDNA, we can’t overstate the importance of managing sales teams to metrics. By tracking the right metrics, inside sales managers can glean far more insight than who did and didn’t achieve quota. Tracking the right metrics gives you visibility into how your reps’ activities impact every stage of your pipeline. We know that tracking […]