A playbook on monitoring, managing, and improving the ramp of newly hired SDRs.
Overview
Want help deploying one of these playbooks? Contact your CSM here.
When you’re hiring groups of SDRs, it’s very important to ensure that their performance is coming into band successfully.
This means paying attention to leading indicators of success, even before the expected time when an SDR would be at full meeting / opportunity creation productivity.
This also means being able to compare SDRs to others at the same point in their ramp - since comparing the metrics of newly hired reps to fully ramped reps is always challenging.
Note: If a rep has been in the same segment/discipline combination in a previous role, their ramp start date will go back to their first role with that segment/discipline combination.
Instrumenting the health of SDR ramp ensures you can quickly jump on any issues before they become major problems, you can identify precocious rampers, figure out the secret of their success, and generalize that for future ramping class, and in the case where a ramper just isn’t going to make it - make a staffing change in a timely manner rather than dragging things out.
Roles
- Outbound SDRs - SMB through Enterprise
- Inbound SDRs - SMB through Enterprise
Suggested Metrics
| Role & Segment(s) | 🟢 Basic | ⬥⬥ Advanced |
|---|---|---|
| Inbound SDR | Opportunities Created, Meetings Created, Emails, Calls, Accounts Touched | Pipeline Created, Stage Reached - Qualified Opps, Activity Per Opp Created, Email Engagement Rate, New Accounts Touched |
| Outbound SDR | Opportunities Created, Meetings Created, Emails, Calls, Accounts Touched | Contacts Per Account, Pipeline Created, Stage Reached - Qualified Opps, Activity Per Opp Created, Email Engagement Rate, New Accounts Touched |
Suggested Views
These are a few suggested views to help monitor, manage, and improve rep and team performance as relates to SDR Ramping. 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 Ramping Dashboard
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: A dashboard with a combination of leading and lagging indicators, all in a ramping time interval, grouped by month.
Roles & Segments: Inbound & Outbound SDRs, SMB through Enterprise
Subject(s): Individual SDRs on a team.
Suggested Metrics: Opportunities Created / Meetings Created, Accounts Touched, Emails Sent, Qualified Opps Sourced
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Opportunities Created | All SDRs on team | Ramping 12 months | Month | Screenshot |
| Opportunities Created | All SDRs on team | Trailing 12 months | Month | Screenshot |
| Accounts Touched | All SDRs on team | Ramping 12 months | Month | Screenshot |
| Accounts Touched | All SDRs on team | Trailing 12 months | Month | Screenshot |
| Emails Sent | All SDRs on team | Ramping 12 months | Month | Screenshot |
| Emails Sent | All SDRs on team | Trailing 12 months | Month | Screenshot |
| Disco+ Stage Reached | All SDRs on team | Ramping 12 months | Month | Screenshot |
| Disco+ Stage Reached | All SDRs on team | Trailing 12 months | Month | Screenshot |
Broadcast Audience: SDR Team Email List Serve, SDR Team Slack Channel (Screenshot)
Broadcast Cadence: Monday morning at 10am to start the week off right.
Other Distribution: Hyperlink in SDR Team Meeting Agenda
Example Screenshot(s): Screenshot
SDR Ramping Alert Feed
Read more about Alert Feeds in Atrium here.
View Type: Alert Feed
View Description: An alert feed composed of ramping alerts for a core set of leading and lagging metrics for all SDRs.
Roles & Segments: Inbound & Outbound SDRs, SMB through Enterprise
Suggested Metrics: Opportunities Created / Meetings Created, Accounts Touched, Emails Sent
Subject(s): Entire SDR “Team”
Alert Categories: Ramping Peer Alerts, Ramping Goal Alerts, Ramping Strategy Insights
Alert Type(s): Positive, Warning, and Neutral Alerts
Broadcast Audience: SDR Team email list serve, SDR Team Slack Channel (screenshot)
Broadcast Cadence: Monday morning at 10am to start the week off right.
Example Screenshot(s): Screenshot
SDR Ramping Goals
Read more about goals in Atrium here.
View Type: Goal Set
View Description: A set of goals for a core set of leading and lagging indicators to help instrument SDR ramp.
Roles & Segments: Inbound & Outbound SDRs, SMB through Enterprise
Suggested Metrics: Opportunities Created / Meetings Created, Accounts Touched, Emails Sent
| 📊 Metrics & Filters | 📅 Time Interval | ❓Notes |
|---|---|---|
| Emails Sent | Weekly | Consider calls if your SDRs are calling heavy as well. |
| Accounts Touched | Weekly - Monthly | NA |
| Opportunities Created | Monthly - Quarterly | Or Meetings Created, if that’s your preferred outcome metric. |
View Example Screenshots
SDR Ramping Dash
SDR Ramping Alert Feed
