White Cup Recommendations and Best Practices for Benchmarking
Sherpa CRM provides a great tool for Sales Management & Executive Leaders to track a Sales Rep’s performance with Activity Benchmarking. Once the Benchmarks are set up, the Sherpa Dashboard will provide up to date ‘At a Glance’ numbers for completed activities. The Benchmarking quotas that are shown on the dashboard will reflect Activity Benchmark MTD and Activity Benchmark YTD structured by an Administrator based on Activity Types and Point Values assigned.
As a Best Practice:
- Sherpa requires at least a point value of 1 be assigned to your created Activity Types to structure a Benchmark Template
- Appointments of at least 7 per week
- Demos of at least 3 per week (minimum)
- Forecasts of at least 5 per week (20 working at any given time assuming a 25% close ratio)
In terms of activities, you can combine emails/phone calls/cold calls/etc as “touches” to the client. Regardless of how you would break out the numbers for each, it should ultimately total a minimum of 70 touches per day across all prospective contact methods. If a rep does not do a combination of 50 – 70 total new touches per day, they will not keep their pipeline filled. It could be 20 emails, 20 phone calls, and 10 – 20 cold calls (or drop by).
Based on the above set recommendations, multiply it by the points set for each activity for a monthly target.
Example: my points on Appt, Demo and Forecast is 5 each and all the rest is 1 point.
Below would be an example of a Benchmarking table with our Best Practice recommendations noted.