Outreach reports tell you if your sales campaigns are working or need improvement. Discover how to use the platform to track essential outbound metrics.
When you want to know which of your strategies are working and which ones are not, look to your outbound metrics. These numbers help you evaluate campaigns and make improvements and adjustments as needed, as well as set goals for the future. They can also give you an overview of how your team is performing, as well as insight into how each individual member is handling their tasks.
Using a sales engagement platform like Outreach makes the process even easier. It stores all of your outbound information in one centralized location, syncs with your CRM, and generates in-depth reports every 24 hours so you can stay on top of your metrics as often as you like. Outreach reports offer a comprehensive overview of your outbound activities, ranging from your sequence performance to revenue generated to how many calls and emails your reps are sending.
Outbound metrics are the numbers behind your outbound sales campaigns. They're data points that provide insight into the performance of the various aspects of your operations, like your individual sales reps, strategies, and content. They can also give you an overview of your team's performance as a whole and help you make predictions about future outcomes.
These metrics can track specific activities your team conducts, like calls made, emails sent, meetings booked, etc. They can also track your leads' responses and level of engagement through metrics like open and click-through-rates. Numbers like conversion rates, opportunities created, and pipeline value help you evaluate the overall effectiveness of your campaigns. When you track your outbound metrics with Outreach, you can even determine how well your sequences perform.
The type of reports you track will vary from team to team, depending on what is relevant to your unique goals and the types of campaigns you're running. Certain members of your teams will also care about specific metrics more than others.
SDRs are typically focused on prospecting, qualifying leads, making initial contact, providing content, and handling the earliest stages of the pipeline. For this reason, they'll typically want reports that gauge the effectiveness of their efforts, like those that measure outbound activities and the way lead responds to those activities. This can help them understand if they are meeting their quotas and where they may need to make adjustments in their strategies.
In Outreach, these metrics typically fall under the Team Performance reports category. These reports are broken down even further into four categories: Overview, Tasks, Emails, and Calls. For example, under the Emails category, SDRs can monitor activities, like the number of emails sent. They can also monitor engagement and the overall performance of their emails. .
Your account executives are typically focused on the later stages of the pipeline — nurturing leads, converting them into customers, and managing customer relationships. For this reason, they're usually interested in conversion rates and metrics more closely related to pipeline health and revenue. They might include win rates, sales cycle length, average deal size, and deal velocity.
When using Outreach reports, account executives may also want to access the Team Performance reports to ensure they're meeting their own quotas. But they'll also want to take advantage of the Sales Execution reports that offer insights into each stage of the sales funnel.
Sales managers who are in charge of the team's performance and day-to-day operations should be concerned with any available reports that help them align the sales department's activities with the goals of the business. In this role, you must have the ability to look at the big picture but also monitor and analyze the smaller pieces that come together to create it.
Sales managers can use all of Outreach's various activities reports to learn how their sales reps are performing individually and as a team. Conversion, sequence, and engagement metrics help you understand how specific aspects of your campaigns are performing and how leads, prospects, and customers are responding to them. Revenue and metrics like customer satisfaction, churn rate, and customer acquisition costs can help determine if you need to optimize your overall operations. Sales managers will also find Outreach's deal health score, prospect sentiment analysis, and deal forecast features useful for tracking information.
Once you realize the value in using Outreach reports to track your outbound metrics, you'll come to rely on it for insight into almost everything your team does. Combine that knowledge with a few other best practices, and you'll find that the process is even more beneficial to your success and growth.
Outreach syncs with most major CRM software, which consolidates and streamlines data and generates reports using both platforms. This offers you a more comprehensive look at your team's performance, so you can make better decisions about how to move forward.
When you start a new campaign, it's essential to set clear goals and KPIs and share them with your team members. This ensures your reps are aligned and working towards the same results. You can then use those goals and KPIs to measure the performance of your team and each individual rep. If one person isn't doing as well as the others, you can locate the reason and fix it. If one person is doing much better than the others, you can locate the reason and duplicate it.
Some common KPIs you can track in Outreach that help you stay on top of your team's performance include:
When you're in the midst of a major sales campaign, it's essential to analyze your metrics and optimize your strategies at regular intervals, whether that's monthly, weekly, or even daily. Outreach generates new reports for key metrics every 24 hours, and it stores historic data for up to 16 months, so you always have access to your numbers.
Tracking your outbound metrics is the key to monitoring your team's performance, ensuring campaigns are running smoothly, and monitoring specific aspects of your process, like sequences, email outreach, or your pipeline. When you combine your efforts with a powerful sales engagement platform like Outreach, tracking your metrics becomes easier than ever and can help set you and your team up for success.
Reach out to the RevOptics team for personalized advice and support in tracking and optimizing their outbound metrics.
