activity: calls/email/ # of new contacts added to sequence
just curious what sales leaders of bravado think when they see their reps lead their team in activity
BTQ
Managers: When you see reps leading activity what does that show you?
17
I immediately compare input to output.
You can make 100 dials, send 200 emails, and have the top number of engaged contacts…but if it’s not converting to meetings, ops, and renew then you are just blowing smoke.
Yes, reps need to put in energy to drive our results, but if I see them always on the top of the activity board and middling or lagging on the revenue board then I know we need to talk about focusing effort on best fit prospects.
You can make 100 dials, send 200 emails, and have the top number of engaged contacts…but if it’s not converting to meetings, ops, and renew then you are just blowing smoke.
Yes, reps need to put in energy to drive our results, but if I see them always on the top of the activity board and middling or lagging on the revenue board then I know we need to talk about focusing effort on best fit prospects.
So true, king.
I've known reps who just spend their days updating the CRM and adding in new contacts. Maybe they'll call/email, but come on. Data input is a big part of the job, but the job is not inputting data.
I've known reps who just spend their days updating the CRM and adding in new contacts. Maybe they'll call/email, but come on. Data input is a big part of the job, but the job is not inputting data.
Then there's me. I only enter real shit in my CRM. Can't stand the political shit.
This is what it takes!!!
Have watched quota squash peers because of mindless CRM office hours.
If you take time to dig, keep refining, be intentional and think things through damn
Have watched quota squash peers because of mindless CRM office hours.
If you take time to dig, keep refining, be intentional and think things through damn
Great take.
The answer you were probably not expecting: any day I see email numbers getting close to 80-100 for an SDR, it’s an immediate red flag.
Because of potential burn out? Or what makes you say that?
Or is this scenario if their output is low with high input
Or is this scenario if their output is low with high input
Most of the time, they’re low effort emails sent out of a cadence to complete touchpoints. These emails have the worst response rates as well, as far as I’ve seen.
The best SDRs know how to mix up the low effort cadence emails with high effort personalised reach-outs.
The best SDRs know how to mix up the low effort cadence emails with high effort personalised reach-outs.
Nail on the head here. I would rather see. 40-50 calls with high talk time vs. 80-100 calls with virtually no talk time.
Like congrats, you pushed the call button
Like congrats, you pushed the call button
It seems like this shows you they’re afraid of hitting the phones?
Ummm, and what makes you say so?
When i see someone lead the team in activity, my first thought is "looks like they are putting in the work"
then I look to see if the activity is leading to actual results we need.
if its NOT then its a good indicator that person is not working smart enough.
then I look to see if the activity is leading to actual results we need.
if its NOT then its a good indicator that person is not working smart enough.
Activities stats can be easily juked.
Most important thing to track is outcome from said activities. You can hire a bot to spam click emails.
Most important thing to track is outcome from said activities. You can hire a bot to spam click emails.
I would rather have a rep who is at 75% of activity and 100% of quota over someone at 150% activity and 125% quota. The former is less likely to burn out and look for a new job.
I don't care about "hard work" if it means I am going to have to hire and retrain someone in a year.
Ultimately what matters is the the conversion i.e. quality thought the highest activity is like a temporary motivation for the rep.
probably trying to blow smoke up the managers ass and more so a spray and pray.
As long as activity is good activity, I love it. Meaning it’s coming from a good place and not just hitting KPIs. I can help coach skill but I can’t coach effort or get someone to care.
Hard workers can be molded into great sellers. My job is to help turn your 60 dials into 50. Then your 50 into 30.
Hard workers can be molded into great sellers. My job is to help turn your 60 dials into 50. Then your 50 into 30.
Should allow us to forecast.
Quota over KPI. Hard rule.
It's. All. About. Results.
Here's a simple, very real, scenario:
Rep A sends 300 unpersonalized, marketing emails a week. Books 2 meetings on avg.
Rep B sends 50 highly personalized emails a week, books 4 meetings on avg.
Good leaders will focus on results, not the KPIs.
Here's a simple, very real, scenario:
Rep A sends 300 unpersonalized, marketing emails a week. Books 2 meetings on avg.
Rep B sends 50 highly personalized emails a week, books 4 meetings on avg.
Good leaders will focus on results, not the KPIs.
First thing I look at is to see if the activity is leading to the most important metrics--revenue and pipeline.
If yes, great!
If not, what is the intent/outcome the rep is looking to get from the activity--Activity for the sake of checking a box OR is help/coaching needed to make sure their efforts are yielding the results we want.
If yes, great!
If not, what is the intent/outcome the rep is looking to get from the activity--Activity for the sake of checking a box OR is help/coaching needed to make sure their efforts are yielding the results we want.
great to see but matters little if they are not in the 75th+ percentile for the outcomes, ie revenue or meetings if bdr
all this data is useful for is coaching.
-not at your number, where's activity? is it skill or will-not at number but activity is high. that's a skill issue which means as a leader it is my job to help you. OR... the potential scoreboarder who just fakes activity
summarizing but thats the gist
all this data is useful for is coaching.
-not at your number, where's activity? is it skill or will-not at number but activity is high. that's a skill issue which means as a leader it is my job to help you. OR... the potential scoreboarder who just fakes activity
summarizing but thats the gist
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