Metrics & KPIs

Without the right metrics and KPIs, your SDRs don't really know if they are working the right way and at the right level—until they are way behind. Give them the near-real-time feedback they need to self correct and move towards high performance.

What are Metrics & KPIs

There are a large number of metrics you need to measure regarding the performance of your SDRs. Of these, there are a handful of Key Performance Indicators (KPIs) that will enable you to know if a SDR is performing well or not.

For example, dials are important metrics that tell you the level of effort the SDR is making. However, key conversations—an actual conversation with a prospect where the SDR was able to glean information—would be a KPI.

Together, Metrics and KPIs give you two powerful sets of information:
1. The level of activity or effort your SDR team is applying towards building he desired size/quality of sales pipeline
2. The effectiveness of that effort in achieving the targeted goal.

Ideally, these metrics and KPIs are captured in the form of dashboards: one for each SDR, and one that captures the individual data and rolls it up to a team level for your team leads and for you.

Why are Metrics & KPIs Critical

Without tracking metrics and KPIs, you will not be able to get answers for the following questions and more:

  1. Where are we on our targeted goal of producing X dollars of Sales Pipeline at this point in time?
  2. What is our average Sales Qualified Lead (SQL) acceptance rate by the sales team?
  3. How do the SDRs rank in sales pipeline building?
  4. What is the variance between our best and worst performing SDRs?
  5. What KPI shows me where the source of this variance is?
  6. How does that prescribe to me remedies for improving the performance of my bottom SDRs
  7. If we were asked to increase sales pipeline size by 50%, what would I need to change to make that happen? How many more SDRs would I need to add to the team?

Your SDR metrics and KPIs are like the dashboard on a commercial flight. If you have done them right, your SDRs will get the feedback they need to always move towards getting results—building quality sales pipeline and meeting their quota.

Why SOMAmetrics?

Outside agencies tend to have certain advantages over internal resources when it comes to sales diagnosis.  For one thing, they have conducted dozens of these sales diagnoses and have developed a more robust process for uncovering underlying issues and analyzing them. They tend to have clients that come from a wide range of industries and sizes. Furthermore, outside agencies are more likely to be objective and impartial, assume they know nothing until they ask questions and get some answers.

For instance, with over 25 years of experience building and managing inside and field sales organizations, SOMAmetrics has diagnosed and corrected sales challenges at over 60 companies, ranging from startups to publicly traded Fortune 500 companies.

The SOMAmetrics Sales Diagnosis can typically be completed within one calendar week. It consists of a series of interviews with your leadership team in sales, marketing, and customer support organizations; a review of your sales pipeline; interviews with sales team members; review of your sales processes, systems, KPI’s; your comp plan; and more.

Case Studies

How a client was able to achieve its goal of becoming a leading provider to the Medical Devices sector through targeted ABM campaigns.

How a global publicly traded company used our services to increase the effectiveness of its BDR team by 67%

How a tech company went after three different markets in nine months using a planned, targeted approach

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