Most sales managers know that if they have 100 deals in the pipeline at the beginning of the quarter how many will close and how long it will take to work a prospect from the earliest stages of the sales pipeline through to closure. Unfortunately, very, very few sales people or sales managers have any understanding as to the effort it took to get a prospect into the sales pipeline.

At Jesubi we are trying to change all that. We have introduced a report called Prospecting Velocity™ which enables clients to understand the efforts it takes to get a prospect into the sales pipeline. Prospecting Velocity™ takes a look at the number of attempts to reach someone, the number of conversations that occur, the time interval between calls and presents a report that shows connect rates, conversion rates at each step of the process. With this information a Jesubi customer can understand by industry, by title, by size of company what the best Prospecting Velocity™ to utilize going forward.

Jesubi has enough customer feedback to show new clients that no two clients are the same and the need for Prospecting Velocity™ in this economy is invaluable.

Wouldn’t any sales rep like to know that if he calls into a client 8 times over a 6 week period he has a 75% better connect and conversion rate than calling in once a month for 8 months? Wouldn’t a sales rep want to know that he has a 90% connect and conversion rate in 2 calls versus making 4 additional calls that add no lift. Our clients at Jesubi believe so.

Sales Management has the opportunity with Prospecting Velocity™ to understand the knowledge within the sales team as to what best practices really are instead of guessing what they are.