Articles by Brendan Short
The Most Important Outbound Metric that No One is Talking AboutBrendan discusses the importance of measuring outbound account conversion rate and contact conversion rate. These metrics show how efficiently an outbound sales team is penetrating their target accounts and contacts. He provides examples to demonstrate how to calculate these rates and argues that these overlooked metrics are crucial for benchmarking reps, determining future hiring needs, projecting market penetration, and accurately forecasting revenue. While conversion rates vary between mid-market and enterprise organizations, the article provides some general benchmarks for "good" outbound account and contact conversion rates.