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There’s something to be said for personalized communications. When it comes to sales outreach, today’s customer doesn’t want to be just another one of the masses. People want tailored, personalized messaging and marketing campaigns so that they feel connected, appreciated, and heard in their needs. It’s easy to feel like you can’t really personalize cold outreach, but there’s more that you can do than you might realize.

Track these 15 KPIs for sales to understand performance, identify areas for improvement, and align your efforts to achieve optimal results.

Leads are the foundation of success for any sales team. Getting them, of course, can prove to be quite the challenge. Plus, even when you get those leads, are they the right ones? Will they convert? Or are you just throwing darts at the wall and hoping one will hit the mark?

Following up on leads is essential to keep them moving through the sales funnel. When you’re looking to turn leads into customers, follow-up is where it all happens. A mere two percent of deals are closed within the first communication you have with a lead. The rest come from the follow-up process. And speaking of process, you should have a plan in place that streamlines follow-up across the organization. That alone can alleviate several mistakes and missteps.

In today’s fast-paced business world, outsourcing is becoming second nature to many organizations. When choosing the right partners, of course, there are several factors that you need to consider. SDR outsourcing companies can provide you with access to a full team of sales development representatives (SDRs) to handle your sales outreach, inbound sales, and anything else that you need.

Even in the digital age, trade shows and in-person events are still a big part of the business. They’re also a great place to drum up some stellar leads. But how do you make sure that those leads don’t just get lost in the pile of trade show stock that you take back to the office?

For today’s busy customers, speed is everything. When you’ve got a lead on the line, the last thing they want is to wait around endlessly to hear from you. And of course, if your team can improve the speed of your follow-up, you can also spend more time and effort on other tasks that deserve your attention.

Sales follow-up is every bit as important as the initial outreach, if not more so. More than 98% of all sales leads need more than one communication with the sales rep before they are ready to buy. You will spend plenty of time on outreach, and only one of those interactions will ever be a “first” for the customer or lead.

Automation is everywhere these days, especially in the world of sales. Companies are looking at different ways of doing things to streamline their efforts and sales automation tools are quickly filing in to take their place in the sales funnel and elsewhere throughout the business. Of course, you can’t automate everything. There’s still a definite need for people in your business.