Concept has been working in the Material Handling and Supply Chain industry since 2002. We work with our Manufacturer and Dealer clients across a variety of campaigns and initiatives, including:
Let us leverage our experience and best practices to help you avoid the common missteps when it comes to rolling out and executing effective Material Handling campaigns. Download our Outsourcing Considerations Guide to see if outsourcing your sales development is the right option for you.
Check out the MHEDA Sales & Marketing Regional Summit we hosted at Concept in Medina, OH.
Sales Development is a unique blend of Math, Art, and Science. When evaluating the effectiveness of your team and efforts, there are many metrics that are often considered. For the sake of simplicity, metrics can be evaluated in two categories:
These metrics vary for each company based on a variety of reasons. One of the biggest variables is whether these leads are coming inbound vs. outbound. TOPO did a benchmark report for Sales Development in 2019, outlining some of the key Sales Development activity averages.
|
Category |
Metric |
Inbound |
Outbound |
|
Touches (Per Contact) |
Total Touches (per contact) |
16.7 |
21.3 |
|
# of Dials |
5.2 |
7.5 |
|
|
# of Emails |
5.6 |
6.9 |
|
|
Pursuit Duration |
19 days |
24 days |
|
|
Targets |
Lead Response Time |
Less Than 1 Hour |
N/A |
|
# of Contacts Engaged per Account |
1 |
5 - 9 |
|
|
Activities |
Daily Activities |
100 per day |
75 per day |
|
# Dials |
44 per day |
35 per day |
|
|
# Emails |
56 per day |
40 per day |
|
|
# of Conversations |
8-10 per day |
3-4 per day |
|
|
Conversation Rate |
1 Out of 15 (6.6%) |
1 Out of 25 (4%) |
While activity and input metrics are important to measure, you have to also marry them with results metrics to get the entire picture. For example, if you have a really good lead source or really good SDR, that converts to a lot of qualified leads, but none of them result in quotes/deals, you need to evaluate this. Several key results metrics include:
Looking for more insight in to how Concept conducts a Sales Development call for our material handling clients, this video was a training that we provided to our clients and MHEDA members designed to help educate the industry on the components and importance of building a pipeline of new prospects and opportunities.
Looking for even more insight on sales development, CRM, and digital marketing trends within material handling? Check out Concept’s resources and blogs for the latest on industry trends.
CRM Management Master Class for Material Handling
Keys to Successful Cold Calling for Lift Truck Dealers
MHEDA Talks with Concept's Lauren Zak
Sales Development Tips for Material Handling
Tips for Selecting the Right Digital Marketing Partner
Concept is a unique sales development and marketing agency. We specialize in helping our clients track all leads through any portion of the sales funnel. We develop a custom reporting dashboard for each client, so they have complete visibility into how their leads and campaigns are performing. With our partnerships with Salesforce and HubSpot CRM platforms, our clients are also able track their conversions from various media buying platforms. At Concept, we connect all sales and marketing efforts back to actual closed deals and prove true ROI.
Don't take our word for it, check out what our clients have to say.
