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.
- Where are we on our targeted goal of producing X dollars of Sales Pipeline at this point in time?
- What is our average Sales Qualified Lead (SQL) acceptance rate by the sales team?
- How do the SDRs rank in sales pipeline building?
- What is the variance between our best and worst performing SDRs?
- What KPI shows me where the source of this variance is?
- How does that prescribe to me remedies for improving the performance of my bottom SDRs
- 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.
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.
When customers evaluate a product or service, they weigh its perceived value against the asking price. Marketers have generally focused much of their time and energy on managing the price side of that equation, since raising prices can immediately boost profits.
Your value proposition is the core of your competitive advantage. It clearly articulates why someone would want to buy from your company instead of a competitor.