Sales

The Right Lead Generation Metrics, Quotas, and Goals to Track

December 2, 2013

You don’t have a prayer of gauging your lead generation team’s true progress if you don’t know which metrics to track. The good news? There’s absolutely no reason to make things complicated.

When you think about it, a lead generation team practically operates on a tally system. Make a call, make a tally. Create a connection, make a tally. Schedule an appointment, make a tally. When it comes to effectively tracking your lead generation efforts, the important thing, says ExactTarget’s Christy Weymouth, is to make the right tallies and have strong — if ambitious — goals for your team.

Weymouth explains that in her seven years as head of the lead generation team at ExactTarget, she kept track of active accounts per quarter, calls per day, connections derived from those calls, and appointments scheduled per week. With clear quotas for her team, she was able to drive 5-8 opportunities per rep, per month.

More Advice From Christy Weymouth

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Photo by Milstan

Director Sales Development

<strong>Christy Weymouth </strong> was Senior Marketing Manager for the South Region at <a href="http://www.exacttarget.com/">ExactTarget</a>, a salesforce.com company. She was responsible for establishing the outbound team at ExactTarget in 2005. Connect with her on Twitter <a href="https://twitter.com/christyw4">@christyw4</a>. Currently, Christy is Director Sales Development at Return Path <a href="https://returnpath.com/">Return Path</a>.