Carlosg

SDR

Outbound Rates - NEED HELP :)

Hi there, I am leading an outbound team of BDRs and I would like to have benchmarking of their Leading metrics.

Context: SaaS Company, ICP HR Leaders, our product is Company Benefits software, our channels: Mail, Linkedin and calls.

I Would like to know what are healthy metrics for:

Open Rate - mail
Reply Rate - mail
Connected calls rate - (Connected call / Total calls)
Positive calls rate - (Positive calls / Connected calls)

*Positive is considered as Demo Scheduled or Pending Demo.

Thank you so much.

📞 Cold Calling

📊 Metrics

🐾 Outbound

23 comments

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Kosta_Konfucius

Politicker

Sales Rep

Really depends on the volume of outreach, if you are spraying and praying vs super tailored.

I try to have open rates be at 25%, response 10% of the opens, and connects at 15% if you include cells.

These aren't numbers I help to, just typical numbers I am seeing in my process

Carlosg

Politicker

SDR

We try a mix between spray and Taylor. Our main personalization rate is 30-40% of mails, and 100% in call pitch.

Thanks so much!

Maximas

Tycoon

Senior Sales Executive

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poweredbycaffeine

WR Lieutenant

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CuriousFox

WR Officer

🦊

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oldcloser

Arsonist

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Justatitle

Big Shot

Account Executive

Open rate above 40% is usually good
Reply rate above 10% is solid
Call connects in the 4-5% range
Positive call connect in the 1-2% range is incredible.

Diablo

Politicker

Sr. AE

I see around the same - 25-30% open, ~10% open, ~10% connects via phone

SoccerandSales

Big Shot

Account Executive

Probably varies by vertical, but open rate of 25, reply rate 5-10, connected calls 10, positive calls 15-25 (depending on quality of caller). Biggest and most important variable being positive calls because it is easiest to change

CPTAmerica

Opinionated

President/CRO

The only one I would really focus on is the last one. Strive to get 20% positive call rate.

Carlosg

Politicker

SDR

Wow! Thats ambicious. Any tip to achieve it? I think our main stopper is the connected rate.
Thanks

CPTAmerica

Opinionated

President/CRO

for this I'm suggesting 20% of connected calls not all call. So for every 5 calls where a rep gets someone on the phone I want 1 positive outcome.

Revenue_Rambo

Politicker

Director, Revenue Enablement

I also look to tie back to opp creation. Open rate could be 80% but means nothing if it never generates pipeline. No pipe = No $$

Simple metric I used to run was calls and emails/MQL and then calls and emails/SQL.

Used my top performers to set the bar for both. By analyzing conversion rates I could find who was most efficient, dig into their approach verbiage etc, and then coach up under performers based on best practices.

Carlosg

Politicker

SDR

Mmm... interesting point. You mean Opties/(calls+mails) as a "conversion rate" metric?
It can be interesting as the way to see the number of activities to achieve the goal.
Can you tell me a bit more about this metric you are using?

Revenue_Rambo

Politicker

Director, Revenue Enablement

Yes. Basically report helps me identify areas of quality inspection.
BDR #1 may have the lowest number of touches, but are yielding highest conversion rate. Based on that I would look into their outbound content to see what their doing that could be beneficial to others.
BDR #2 & #3 have high outbound touches and MQOs but fall off significantly at the next stage. Raises a flag that they may be missing some basic opp qualifiers.
BDR #5 has average outbound volume. Low MQO, but by far highest % of opps that are moving forward in pipeline. Would talk with that rep to understand their process for qualifying opps into initial stage.

AnchorPoint

Politicker

Business Coach

I really try and discourage "industry" KPIs... rather focus on your top performers and refine from there. There are so many variables at play.

Marth

Opinionated

si vis pacem para bellum

Red flag if you’re still tracking open rate

Carlosg

Politicker

SDR

Which metric do you think it is more relevant?

Marth

Opinionated

si vis pacem para bellum

Bounce rate

Carlosg

Politicker

SDR

We are measuring open rate of deliveries, with out bounced ones. So I think it is a more complete metric, don´t you think so?

Marth

Opinionated

si vis pacem para bellum

@Carlososg tracking open rates by nature hurts your deliverability. It’s a useless metric. I’d focus on replies positive to negative sentiment ratio

Carlosg

Politicker

SDR

Mmm thats a nice point! Thank you so much.The problem we have is that our current Sales Software (SalesLoft) does not have this sentiment for mails reply`s.

Marth

Opinionated

si vis pacem para bellum

You should be using Apollo + Clay + Smartlead

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Carlosg

Outbound Rates - NEED HELP :)

23 comments

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