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During the spring of 2010, Phone Works conducted a survey among technology companies in the San Francisco Bay Area at the request of the Bay Area TeleBusiness Alliance (TBA).

We would like to thank everyone who participated. A complete copy of the Snapshot can be downloaded upon submitting information to the right.

Highlights from the Survey

The companies that are achieving 100% of quota indicate

Higher daily “talk time”
Contact strategy of 6–8 attempts to reach the prospect
Generating 7 qualified leads/appointments per week per rep

Average Conversion Rate:

From Conversation to Qualified Lead/Appointment: 18%
From Qualified Lead to Pipeline (Opportunity): 44%
From Qualified Lead to Closed Sale: 29%

Compared with 2007, the last time we conducted this survey

39% of companies are averaging more than 10 conversations a day, compared with 0% in 2007
Average talk time is up to 128 minutes, from 105 minutes in 2007
Qualified leads per week per lead generation rep are an average of 6 today vs. 3.7 in 2007
Volume of e-mails increased to a daily average of 29 vs. 20 in 2007

Please keep in mind that metrics will vary depending on your market, your position in the market, your target audience, and your implementation of technology and process.

Note: A separate metrics snapshot for inside sales will be available shortly.

2010 Lead Generation Metrics Snapshot