Benchmarking Inside Sales & Telesales Performance

This paper looks at Inside/Telesales effectiveness across industries and more than 400 companies. Over 50 metrics were surveyed, and this paper summarizes approximately one-third of these. Several metrics were found to be nearly identical to field sales suggesting that even though their operating environments are usually very different, other factors can contribute as importantly as the channel itself. For example, rates of quota attainment, forecast accuracy, and primary customer focus were similar to field sales numbers.