A playbook on monitoring, managing, and improving the quality of SDR sales activity outputs.
More Atrium playbooks here (web)
Table of Contents
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
|
Role & Segment(s) |
🟢 Basic |
⬥⬥ Advanced |
|
Inbound SDRs |
Opportunities Created, Email Engagement Rate, Contacts Touched Per Account |
Conversion: Account Touched to Accepted Opp, Activity per Opp Created, Touches Per Account |
|
Outbound SDRs |
Opportunities Created, Email Engagement Rate, Contacts Touched Per Account |
Conversion: Account Touched to Accepted Opp, Activity per Opp Created, Touches Per Account |
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.
|
📊 Metric, Filters, Splits |
👫 Subject(s) |
📅 Time Interval |
📅 Time Grouping |
📸 Screenshot |
|
All SDRs on team |
Trailing 30 Days |
None |
||
|
All SDRs on team |
Trailing 6 Months |
Monthly |
||
|
All SDRs on team |
Trailing 30 Days |
None |
||
|
All SDRs on team |
Trailing 6 Months |
Monthly |
||
|
All SDRs on team |
Trailing 30 Days |
None |
||
|
All SDRs on team |
Trailing 6 Months |
Monthly |
||
|
All SDRs on team |
Trailing 30 Days |
None |
||
|
All SDRs on team |
Trailing 6 Months |
Monthly |
||
|
All SDRs on team |
Trailing 30 Days |
None |
||
|
All SDRs on team |
Trailing 6 Months |
Monthly |
||
|
All SDRs on team |
Trailing 30 Days |
None |
||
|
All SDRs on team |
Trailing 6 Months |
Monthly |
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
|
📊 Metrics & Filters |
📅 Time Interval |
❓Notes |
|
Monthly & Quarterly |
Both goal lines are useful for tracking progress |
|
|
Weekly & Monthly |
Engagement Rate goal applies to all time intervals |
|
|
Monthly |
Helpful if rep multithreading is a priority |
View Example Screenshots
👌🏼 📧 SDR Quality Metrics Dashboard
🚨👌🏼📧 SDR Quality Alert Feed
