We're talking about key metrics this month, and today Shawn Finder talks about the key metrics to track in your outbound strategy that will help you be successful. Shawn was a professional tennis player before he launched into entrepreneurship in the form of Autoklose, a company that automates the top of the sales funnels for sales representatives. Cold calling Shawn divides outbound into three different categories: cold-calling, emailing, and database because your database is the engine that keeps that car moving. You must have at least two of those inside your outbound strategy. Within those three categories, you'll have different metrics. Cold calling will include dial-to-connection percentage, dials-to-appointment ratio, dials-to-opportunity, and dials-to-deal. When you're cold calling, if you're dialing 100 people but you're only reaching 5, that isn't very successful. Maybe you're dialing 100 and reaching 10 knowing that 3 of those will turn into prospects and one of those will close. If you don't know those analytics, you're going to fail because the analytics keep you moving forward toward the right strategy. Frustration Beyond simply tracking numbers, metrics can help you avoid frustration as a sales rep. Many sellers get frustrated if they send five emails but the person never responds or if they make 15 calls but never reach anyone. If you know that every 50 calls you should be getting three opportunities, you'll benchmark your success to those numbers. As an SDR or a sales rep, unless you know your metrics ahead of time, you're going to get frustrated if you think you're not getting results. Knowing the analytics before you start will help you approach your calls differently. Statistics Shawn has found over time that most people, to include account managers, don't look enough at the stats. As a result, they don't know what is good versus what is bad, or what is terrible versus what is great. His company lists the weekly, monthly, and quarterly goals for each rep. They track forecast versus actual numbers. The goal is to make sure they know whether they are on par to hit quota, outperform quota, or underperform. They use a whiteboard in addition to digital tracking because reps don't always visit the spreadsheets. When the reps see their names with their metrics on the board every time they walk into the office, it keeps them accountable. It helps them know what they have to do in order to achieve their numbers. Important metrics The dials-to-appointment ratio is important to Shawn because if he's paying a dialer, and he knows how much each appointment can be worth, and he knows how many appointments he has to have in order to close a deal, he can then determine the ROI on his expense. If he's spending $4,000 on a dialer and earning $9,000, that $5,000 profit is the biggest ratio for him. [Tweet "There's nothing wrong with trying new things, but if the concept isn't making you money, you must pivot and try something new. #pivot"] Email statistics For email statistics, consider open rates, click rates, and reply rates. Open rates rely on your ability to convince someone to open your email. Most people spend a lot of time on the body of the email. Shawn suggests spending more time on the subject line and your first three seconds of the email. The number one reason is that 72 percent of people are opening emails on mobile phones. They only see your subject line and opening line. Make your subject line three to five words, and do not talk about yourself in the first line of the email. If you want a high open rate, have a good subject line. Keep everything personalized. Try "Hi, first name." Another one he has used successfully is, "Hey Donald, Let's Have Coffee?" Coffee works well because you're not selling. It's more casual. Opening lines Consider what will make your prospects want to open the email you've sent. If I can save your sales team five hours a day in prospecting...

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