Carlosg

SDR

Politicker

Opinionated

Fire Starter

Activity issues; lack of pipeline

Hi, everyone,

I am managing a team of BDRs and I am facing a challenge with the BDRs' activity.

In my company, we have 7 different regions. The average daily activity across all regions is 90 activities per BDR per day, but in my region, we are at 60.

We all have the same tools, processes, TAM, ICP, product, and laws, so there is nothing different about the activity. Nevertheless, our conversion rates are higher, so we are achieving almost the same results with less effort.

How can I get my team to increase their activities and be more time-efficient?

Thanks in advance

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19 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

My question is, are they getting the results that you want? Are they filling the pipeline for the sales team?

Too many times companies think activity equals results. But what if you have a guy who can get the job done in one or two phone calls? How does he compare to the person who needs 100?

So if they are getting the results, don’t worry about the activity level.

Sunbunny31

Arsonist

Sr Sales Executive 🐰

I'm sure the thinking is that the results will be even better if they can increase the activity - but as we both know, that's not always the case.

jefe

Arsonist

🍁

That's why I always drive home going 120 mph instead of 60 mph.

I get back twice as fast with no risks and no downside!

Filth

Tycoon

**WarRoom's Most Unhinged**

Everyone forgets the laws of diminishing returns...

"at some point, adding more of one thing (an input or effort) will result in smaller and smaller gains, or even negative returns, in the desired outcome, while other factors are held constant."

Gasty

Notable Contributor

War Room Community Manager

100% with Pach on this. If you're getting the results then don't bother. Maybe your team is efficient and others aren't. Don't get into self doubt or motivate your team to do more, it might screw up the existing performance.

Carlosg

Politicker

SDR

We are not, thats why we are bothering about it!

Carlosg

Politicker

SDR

Nope, we are not achieving the 100% QA.

jefe

Arsonist

🍁

The answer is clear:

saaskicker

Tycoon

Enterprise AE

Give them more leads and accounts.

Carlosg

Politicker

SDR

The problem is they have more accounts and leads, but due to their lack of activity, they are not being able to reach all of them out

saaskicker

Tycoon

Enterprise AE

okay, pay them more for over achieving quota, do spiffs, incentivize them...?

Carlosg

Politicker

SDR

We are already doing that too! I mean, we have all tools you can imagine, a very good comp plan and a Product Marketing team and ops working on improving our GTM

saaskicker

Tycoon

Enterprise AE

fire one of them at random, keep the rest on their toes.

Revenue_Rambo

Politicker

Bad MFer

You won’t be able to push them to 90 activities per day. In their mind they are 5-10% below the grinders with 33% less work.

What you could likely get away with is pushing them to 70 per day. That’s 1-2 more activities / hour. It’s reasonable, it’s scalable, and should close the performance gap.

coletrain

Politicker

Account Executive

What's making your team's conversion rates higher than the average. While a BDR role is typically a grindy role, it seems your team is doing well as it stands since the results are similar.
Based on what you're saying, they already are time-efficient and activity increases might not be the best approach to maintain that.

Carlosg

Politicker

SDR

We have good conversion rates on the phone and emial, but these are not being enough to achieve the Quota (we are so far, 45% quota) so we need more volume. Thats why we are asking for more activity in order to reach more accounts

Kosta_Konfucius

Politicker

ERP Sales

What’s the main kpi conversions or dials

Carlosg

Politicker

SDR

We are measured by qouta, as everyone. But the inputs we have are activity, dials and leads added to sequence.

Notmyrealname

Politicker

If it ain't broke...