Playbook: SDR Quality Metrics

A playbook on monitoring, managing, and improving the quality of SDR sales activity outputs.

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• Overview
• Roles
• Suggested Metrics
• Suggested Views
• View Example Screenshot

Overview

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While it is important to track the quantity of activities or the pure inputs of SDRs, tracking the quality of their efforts – and how this effort converts into satisfactory outcomes – is vital to an efficient sales motion that leads to revenue generation .

Measuring the quality of SDR activities by looking at certain output and conversion metrics helps us understand if SDRs are reaching out to the correct audience and communicating winningly with an effective message. 

The quality metrics in this playbook  illustrate the efficiency and concision of SDR activities (or not) and provide material for coaching improvements in SDR teams. 

More Atrium playbooks here (web)

Roles

• Inbound SDRs - SMB through Enterprise
• Outbound SDRs - SMB through Enterprise

Suggested Metrics

Suggested Views

These are a few suggested views to help monitor, manage, and improve 👌🏼 📧 SDR Quality Metrics for your reps and teams. The best practice is to group them together in a folder. 

If you’d like to get amazing at innovating your own Atrium views, these guides on Dashboards, Alert Feeds, Opp Health Views, and Goals are a great place to start.

👌🏼 📧 SDR Quality Metrics Dashboard

Read more about Dashboards in Atrium here.

View Type: Dashboard 

View Description: A dashboard of output and quality metrics to answer how efficiently and effectively SDRs are performing. 

Roles & Segments: Inbound & Outbound SDRs, SMB through Enterprise

Subject(s): Individual SDRs 

Suggested Metrics: Opportunities Created, Email Engagement Rate, Conversion: Account Touched to Accepted Opp, Conversion: Opp Created to Accepted Opp, Activity per Opp Created, Contacts Touched Per Account, Touches Per Account.

Broadcast Audience: SDR Team, SDR Manager (Screenshot)

Broadcast Cadence: Weekly; same day as team meetings.

Other Distribution: Hyperlink in SDR Team Meeting Agenda

Other Notes: Dashboard also useful for leadership or marketing meetings to inform outreach effectiveness.

Example Screenshot(s): Screenshot

🚨👌🏼📧 SDR Quality Alert Feed

Read more about Alert Feeds in Atrium here.

View Type: Alert Feed

View Description: Key alerts about SDR quality metrics

Roles & Segments: Inbound & Outbound SDRs, SMB through Enterprise

Subject(s): Entire SDR Team (s)

Suggested Metrics: Email Engagement Rate, Conversion: Account Touched to Accepted Opp, Conversion: Opp Created to Accepted Opp, Activity per Opp Created, Contacts Touched Per Account, Touches Per Account.

Alert Categories: Personal Alerts, Peer Alerts, Goal Alerts, Ramping Peer Alerts, Ramping Goal Alerts, Strategy Insights

Alert Type(s): Positive Alerts, Warning Alerts, Neutral Alerts

Broadcast Audience: SDR Leadership

Broadcast Cadence: Weekly; for review before team meetings

Other Distribution: As request for leadership or marketing meetings

Example Screenshot(s): Screenshot

👌🏼📧 SDR Quality Goals

Read more about goals in Atrium here_._View Type: Goal Set

Roles & Segments: Inbound & Outbound SDRs, SMB through Enterprise

View Description: Specific goal relating to SDR quality metrics to track efficiency and effectiveness. 

Suggested Metrics: Opportunities Created, Email Engagement Rate, Contacts Touched Per Account

View Example Screenshots

👌🏼 📧 SDR Quality Metrics Dashboard

🚨👌🏼📧 SDR Quality Alert Feed