THE STATE OF SALES DEVELOPMENT...InsideSales.com: State of Sales Development, Cadence Audit,...
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BASED ON RESEARCH FROM: InsideSales.com: State of Sales Development, Cadence Audit, Successful Sales Cadence report, State of Direct Mailers Other: InMail Best Pracces, The Do’s and Don’ts of SMS Markeng NUMBER OF MEDIA TYPES AVG. CONTACT RATE 0% 1 2 10% 20% 30% 40% 50% SIX ELEMENTS FROM THE STATE OF SALES DEVELOPMENT REPORT THAT EVERY REP NEEDS TO MASTER THE STATE OF SALES DEVELOPMENT A cadence is a sequence of acvies to increase contact and qualificaon rates. In our State of Sales Development report we discovered the six elements of successful cadences and asked 320 companies what they believed they did for their outbound sales cadences. We then compared that to our big data set of what sales reps actually do when reaching out to prospects and what was opmal. Here’s what we found. DURATION The type of communicaon methods used MEDIA ATTEMPTS The total number of touch points made The me between the first and last aempt DURATION The me gap between contact aempts SPACING How quickly leads are responded to RESPONSE TIME The messaging used CONTENT THE SIX ELEMENTS OF CADENCE™ MEDIA ATTEMPTS AVG. CONTACT RATE 0% 1 3 5 7 9 11 10% 20% 30% 40% 50% 7 aempts OPTIMAL: ACTUAL: 3.5 BELIEVED: 15.1 aempts 6-8 ACTUAL: 24.6 BELIEVED: 28 days 5minutes OPTIMAL: ACTUAL: 38.4h BELIEVED: 24 hours 1-2 OPTIMAL: ACTUAL: 10.4 BELIEVED: 1.9 days 3+ OPTIMAL: ACTUAL: 2.0 BELIEVED: 4.0 media types CADENCE DURATION IN DAYS AVG. CONTACT RATE 0% 14% 28% 42% 56% 70% 0 2 4 6 7 8 10 12 14 16 18 20 22 24 SPACING RESPONSE TIME RESPONSE TIME CONTACTS FROM FIRST DIALS 0 2,000 4,000 6,000 8,000 10,000 5 min 10 min 15 min 20 min 25 min 30 min CONTENT 160 CHARACTERS TEXT MESSAGE 300 WORDS EMAIL 150 WORDS INMAIL HAND WRITTEN NOTES DIRECT MAIL 60 SECONDS VIDEO (EMAIL) 30 SECONDS VOICEMAIL OPTIMAL CONTENT PER MEDIUM: PHONE 40.7 calls per day EMAIL 38.4 sends per day VOICEMAIL 15.7 leſt per day SOCIAL 7 touches per day VIDEO (EMAIL) 3.9 sends per day DIRECT MAIL 3.9 sends per day TEXT MESSAGE 1.3 sends per day CHAT 0.9 sends per day DAILY SALES REP ACTIVITY SEE A DEMO WANT TO MAKE YOUR SALES CADENCE WORLD-CLASS? Check out a demo of InsideSales.com Playbooks, the market-leading intelligent sales cadence technology. media types days days 3 CADENCE SPACING IN DAYS AVG. CONTACT RATE 0% 0 4 5 6 7 8 9 10 15% 30% 45% 60% 1 2 3 2X increase in contact rates 1 day vs. 10 days 100X increase in contact rates 5 min vs. 30 min 67% drop in contact rates aſter 7 aempts 4X increase in contact rates 1 vs. 3 types OPTIMAL: 65% drop in contact rates aſter 8 days The average rep performs 107.8 acvies per day. Those acvies are oſten unorganized across 8 different communicaon methods. How do you take those acvies, and turn them into a successful outbound cadence? Consider these elements when structuring your sales acvies.
Transcript of THE STATE OF SALES DEVELOPMENT...InsideSales.com: State of Sales Development, Cadence Audit,...
BASED ON RESEARCH FROM:InsideSales.com: State of Sales Development, Cadence Audit, Successful Sales Cadence report, State of Direct MailersOther: InMail Best Practices, The Do’s and Don’ts of SMS Marketing
NUMBER OF MEDIA TYPES
AVG
. CO
NTA
CT
RATE
0%1 2
10%
20%
30%
40%
50%
SIX ELEMENTS FROM THESTATE OF SALES DEVELOPMENT REPORTTHAT EVERY REP NEEDS TO MASTER
THE STATE OF SALES DEVELOPMENTA cadence is a sequence of activities to increase contact and qualification rates. In our State of Sales Development report we discovered the six elements of successful cadences and asked 320 companies what they believed they did for their outbound sales cadences. We then compared that to our big data set of what sales reps actually do when reaching out to prospects and what was optimal.
Here’s what we found.
DURATION
The type of communicationmethods used
MEDIAATTEMPTSThe total number oftouch points made
The time between the firstand last attempt
DURATIONThe time gap betweencontact attempts
SPACING
How quickly leadsare responded to
RESPONSE TIMEThe messaging usedCONTENT
THE SIX ELEMENTS OF CADENCE™
MEDIA
ATTEMPTS
AVG
. CO
NTA
CT
RATE
0%1 3 5 7 9 11
10%
20%
30%
40%
50%
7attemptsOPTIMAL:ACTUAL: 3.5 BELIEVED: 15.1 attempts
6-8ACTUAL: 24.6 BELIEVED: 28 days
5minutesOPTIMAL:ACTUAL: 38.4h BELIEVED: 24 hours
1-2OPTIMAL:ACTUAL: 10.4 BELIEVED: 1.9 days
3+OPTIMAL:ACTUAL: 2.0 BELIEVED: 4.0 media types
CADENCE DURATION IN DAYS
AVG
. CO
NTA
CT
RATE
0%
14%
28%
42%
56%
70%
0 2 4 6 7 8 10 12 14 16 18 20 22 24
SPACING
RESPONSETIME
RESPONSE TIMECO
NTA
CTS
FRO
M F
IRST
DIA
LS
0
2,000
4,000
6,000
8,000
10,000
5 min 10 min 15 min 20 min 25 min 30 min
CONTENT
160CHARACTERS
T E X T M E S S A G E
300WORDS
E M A I L
150WORDS
I N M A I L
HANDWRITTEN NOTES
D I R E C T M A I L
60SECONDS
V I D E O ( E M A I L )
30SECONDS
V O I C E M A I L
OPTIMAL CONTENT PER MEDIUM:
PHONE40.7 calls per day
EMAIL38.4 sends
per day
VOICEMAIL15.7 left per day
SOCIAL7 touches
per day
VIDEO (EMAIL)3.9 sends per day
DIRECT MAIL3.9 sends per day
TEXT MESSAGE1.3 sends per day
CHAT0.9 sends per day
DAILY SALES REP ACTIVITY
SEE A DEMO
WANT TO MAKE YOURSALES CADENCE WORLD-CLASS?Check out a demo of InsideSales.com Playbooks, the market-leading intelligent sales cadence technology.
mediatypes
days days
3
CADENCE SPACING IN DAYS
AVG
. CO
NTA
CT
RATE
0%0 4 5 6 7 8 9 10
15%
30%
45%
60%
1 2 3
2X increase incontact rates
1 day vs. 10 days
100X increase incontact rates
5 min vs. 30 min
67% drop incontact rates
after 7 attempts
4X increase incontactrates
1 vs. 3 types
OPTIMAL:
65% drop incontact rates
after 8 days
The average rep performs 107.8 activities per day.Those activities are often unorganized across 8 different communication methods.
How do you take those activities, and turn them into a successful outbound cadence?
Consider these elements when structuring your sales activities.
