How to tell if a sales rep's outbound is working
Four numbers that show whether a rep's outbound is working, and what to do when it is not.
Activity is not results. Look at what happens after the send.
The four numbers
- Reply rate.
- Positive reply rate.
- Meetings booked per hundred sends.
- Time to first follow up.
Read them together
High sends with low replies is a message problem. Good replies with few meetings is a follow up problem.
If you want a rep reviewed: See The Rep Report.