I run a team of 6 SDRs. We predominantly cold call - I am trying to accurately track # of calls to # of conversations (reaching POC). Any suggestions on good ways to track this ??
SDR Metrics
9
paddy
WR Officer
3
Director of Business Development
My advice -- if they haven't been fucking up and have been pretty competent, don't track their calls and micromanage. That's different than recommending they make X number of dials but try to focus more on the quality of their convos than the quantity of their calls...unless you work at a big company that tracks and requires all this shit, then disregard
TH14
Old School Bravo
0
SDR Manager
Not related to micromanaging. Figuring out a formula that works and is scalable. Would rather understand the metrics than be blind to them. # convos from # calls leads to # demos and % of close. Thanks though
ExtremeVibeChecker44
Arsonist
0
Inside Sales
The problem with over-analyzing metrics is that you might want to emphasize calls. I worked at a company where some clueless VP came in and saw that X calls = Y meetings. So the company quadrupled the call quota. But meetings didn't go up. Your company isn't a boiler room, and your SDRs aren't robots. Many times, meetings come from targeted calls where you've done research first. Or it's calling the same account for the sixth time.
I'd recommend having a suggested call number, but allowing some flexibility.ย
I'd recommend having a suggested call number, but allowing some flexibility.ย
poweredbycaffeine
WR Lieutenant
1
โ๏ธ
Do you have a CRM? Can they disposition calls by the result? There's your simplest way to track call activity by the outcome.
TheDeplorable
Politicker
0
AE
I am an SDR and we use Outreach to track this. The SDR can dial out on Outreach and disposition the call based on the resultย
Justatitle
Big Shot
0
Account Executive
Outreach does this for you along with salesloft
TH14
Old School Bravo
0
SDR Manager
Should have clarified - something that integrates with Pipedrive - thanks!
DaveGreen
Arsonist
0
Head of Sales
Check out Outplay - itโs an Outreach alternative that will directly integrate with PD. Iโve been using it for a while and works great
TH14
Old School Bravo
0
SDR Manager
Thanks !
thesaaspreneur
Fire Starter
0
Product Growth Associate
Thanks for the shoutout Dave
wahmsales
WR Officer
0
SDR
We use Close and every time we reach the POC we create a custom activity called POCR. We have a smartview for POC reach attempts, so it doesn't include opportunities we're trying to reschedule.ย
At the end of the day, we log in a spreadsheet how many calls we made, how many reach attempts, how many POC reached, and it calculates the percentages.
At the end of the day, we log in a spreadsheet how many calls we made, how many reach attempts, how many POC reached, and it calculates the percentages.
DungeonsNDemos
Big Shot
0
Rolling 20's all day
Does your CRM track? Have them call through it if you have VOIP.
CuriousFox
WR Officer
0
๐ฆ
What did you implement?
0
BDR
Salesforce dashboard for each BDRS OR SDRS
Related posts
9
Is this typcial for your AE role?
46%
Yes, completey normal
54%
No, you arenโt a SDR/BDR anymore
139 people voted
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14 comments