Keeping your finger on the pulse of your organization’s sales progress is absolutely necessary in order to measure the efficacy of your sales campaigns. This is even more important when you have an SDR Agency or SDR team attempting to boost your engagement and generate sales revenue. The best way to judge the success of your sales strategy is by taking a look at the numbers. Whistle CEO David Zeff gives you some beneficial insight into which statistics you should be focused on and why they are important to your company.
Contacts worked per month = How many contacts can 1 full-time SDR work through in a given month?
Typically, 1 full-time Whistle SDR can work through around 500 contacts per month. This figure helps you track if SDRs are giving leads enough attention and if you’re going to possibly experience a capacity issue. This statistic also makes it easier for an SDR Agency to track how productive SDRs are and if they are using their time and energy as efficiently as they could be. Underperforming team members can be coached early on in the campaign to ensure that they stay on track to reach their campaign targets.
Contact to meeting rate = How many contacts of a given source need to be provided to an SDR to set a qualified meeting?
This allows you to calculate the ratio of contacts to meetings and lets you determine, in advance, how many prospects you need initially in your pool in order to achieve your target. Having this information gives you two possible avenues of action; either make your pool bigger, or you need to up your conversion rates. Marketing has the opportunity to work closely with SDRs to prioritize their focus on higher converting leads thereby building a clientbase that has higher revenue generating potential.
Meeting show rate = How many meetings show of those that are set?
As an SDR Agency that sets high standards, Whistle aims for 70% as a benchmark. If meetings aren’t showing, you may be facing the possibility that prospects are being forced into accepting meetings, they are being booked too far in advance and the prospect has the opportunity to lose interest or that the prospect’s schedule just didn’t allow for the meeting to happen. Whatever the reason may be, if your Meeting Show rate is on the decline it could be an indicator of a deeper-seated issue.
Meeting : SAL rate = How many meetings held turn into a Sales Accepted Lead /Opportunity?
Are your meetings effective enough to move the prospect down the sales funnel? Have the meetings done enough to build on the relationship that was created by the SDR team? What information is being discovered in the post-meeting debriefing session? This quantitative and qualitative data allows SDRs to work closely with Sales teams to refine the Ideal Client Profile as well as the sales techniques employed.
While the sales process is a people-focused endeavor, statistics and data analysis play an important role in making the sales process as effective as possible. Whistle attempts to merge the two in order to deliver the best possible results for our clients.
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