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What Are The Best Metrics For Tracking & Improving SDR Performance?

See How What You're Doing To Ensure Your Sales Development Reps Stay Motivated To Perform At The Best Of Their Abilities For As Long As Possible Compares To This Advice From 9 Lead Generation Experts At B2B Lead Generation Companies

Few people express that they enjoy receiving unsolicited cold phone calls, cold e-mails, or cold LinkedIn Connection Requests.

However, starting conversations with potential customers (most of whom aren't waiting around to hear from them) through emails, phone calls, and LinkedIn with the ultimate objective of booking sales meetings for Account Executives is exactly what SDRs are responsible for doing. 

SDRs deal with a lot of rejection, so burnout and attrition in the role can be high.

"In 2010, it was common to have average tenure in excess of three years(44% of respondents)...Now, Average rep tenure now sits at 1.5 years."

- The Bridge Group's 2021 Sales Development Report

So, which metrics are most important to track to ensure your Sales Development Reps stay motivated to perform at the best of their abilities for as long as possible?

Below 9 Lead Generation experts from B2B Lead Generation Companies share their #1 metrics for tracking and improving how well Sales Development Reps engage, qualify, and set appointments with prospects.

 

What is your favorite metric to use to improve Sales Rep performance and why

Lead Generation Performance Improvement Tips

What Is Your Favorite Metric To Use To Track and Improve Your SDR Team's Performance

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"Conversion rates in each step of the sales cycle."

Andres Conejo
Mutare

 

"Meetings that converted to the next stage in the sales cycle. What percentage of meetings you book move past meetings held."

Blake Johnston 
OutboundView

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"Conversion Rates to Commission this is the main motivator."

Tom Birch
Outreachly

 

 

"The best Sales Reps are constantly connecting, following up and sharing and articulating value. Hard to find.

Jeff Courtney
SalesGig

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"Post meeting a meeting quality rank enables optimization to the company type and title ranges with the best outcomes."

Ben Goldberg
SalesGig

 

 

"Response time."

Chris Battis
Union Resolute

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"Their sales velocity number as output of their version of the sales velocity equation."

Jakob Thusgaard
YourSales

"If we're focusing solely on the rep it would be connect conversion rate. This is found by dividing the number of meetings set by the number of connects across all channels (phone, email replies, and LinkedIn DM replies). This is the area that reps have the biggest influence over.

Matt Aird
Sales Science

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