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SDR Metrics

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 ??

๐Ÿ”Ž Prospecting
๐Ÿ“ž Cold Calling
๐Ÿงข Sales Management
6
paddy
Arsonist
+9
Account Executive
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
TH
TH14
Old School Bravo
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
Praised Answer
+2
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 
TheDeplorable
Politicker
+7
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
Politicker
+7
Senior AE
Outreach does this for you along with salesloft
TH
TH14
Old School Bravo
SDR Manager
Should have clarified - something that integrates with Pipedrive - thanks!
DaveGreen
Arsonist
+8
Head of Sales
Check out Outplay - itโ€™s an Outreach alternative that will directly integrate with PD. Iโ€™ve been using it for a while and works great
TH
TH14
Old School Bravo
SDR Manager
Thanks !
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
Do you have a CRM? Can they disposition calls by the result? There's your simplest way to track call activity by the outcome.
wahmsales
WR Officer
+10
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.
5
SDR to AE Ratio
Discussion
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Ideal SDR to AE ratio
He yo
+39
HeStoleMyTwix , ย  youngstallion , ย  quokkadownunder ย  and 39 people voted
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what are the metrics youโ€™re held to?
Bu li
+112
StraightCashHomey , ย  BusterMcDialRipper , ย  linkedinconnectmaster ย  and 112 people voted
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