Metrics are what modern sales teams are made of. But at a time when technology grants us access to everything from our reps’ number of monthly connects, to talk time, to email opens, to conversation, to social selling activity and everything in between, how are we supposed to identify what’s most important for us as sales leaders, and for our reps, to focus on?

A big obstacle facing outbound sales reps is making sure they’re talking to the right person, especially if you’re doing targeted account selling/account based selling. If you have the perfect pitch and deliver it to your ideal company but you’re talking to the someone who has zero buying power, you’ve just wasted your time and theirs. That’s why it’s important to spend some extra time finding the right person to get in front of in the first place.

There is no one magic formula for outbound sales success. There is no silver bullet subject line that will make everyone open your email. There is no best time to call a prospect.

The term Social Selling has made its way into sales lingo, and even into the sales process for some companies over the past year. You may have heard that 78 percent of salespeople using social media outperform those who don't. Possibly the best part about that number is that most of those salespeople have no training in using social media to propel sales. With just a few social selling hacks, you could be one of those outperforming sales reps, meeting and exceeding all of your sales KPIs.