There are many different ways to undertake lead qualification and measure the efficiency of your process. Cold calling can be highly effective if performed with diligence and consistency. Tele-prospecting stands out above many other lead generation tactics for its compelling conversion rates. Below are three key measurements which can help determine the efficiency of your sales teams’ performance: A. What is their average DPH?
DPH stands for Dials per Hour
Constantly dialing is a key necessity when tele-prospecting. Being able to quickly rate each record and move to the next is easiest with a software calling platform. Professional tools can total your calls and rates as you dial to keep you on track. An effective practice is 18-22 dials per hour for lead generation cold calling campaigns.
To determine your DPH, take the number of calls made in a single day and divide by the number of calling hours.
B. What is their average CSPH?
CSPH stands for Completed Scripts per Hour
Scripts are completed when a resolution is made at the end of a call. Scripts are considered completed when either:
- Some or all questions were answered
- No interest was confirmed
- Out of Business or “no longer there” was verified
- A referral was provided and existing contact file was closed
- The record was deemed uncallable
If your sales reps CSPH are typical, then each should complete between 1 and 3 scripts hourly.
To determine your sales teams CSPH, total each reps completed scripts for one day, then divide by the total hours they called.
C. What is the HPL rate of your caller?
HPL stands for Hours per Lead
Every company has its own interpretation of a lead and no matter how you define a lead, you can quantify how long it takes to obtain one. To qualify a prospect beyond an email introduction or website response, a set of qualification questions must be asked. Typically a lead is someone who is ready to set an appointment now with your team member to discuss your product. For a typical 8 hour day, your caller should have a 4.0 HPL average.
To determine an HPL, take the lead count for one day and divide by the calling hours for that day.
These three key performance indicators have a direct impact on the quantity and quality of the sales-ready lead pipeline. Actively measuring them is imperative to improving your lead-to-sale process.
For more information or to see how your company stacks up, ask us for a productivity comparison benchmark for your scenario. We are happy to provide sample metrics reports, sales lead requirements projection models and cost examples free of charge or obligation.
