topic Re: SDR Attribution For Meetings & Revenue in Reporting & Analytics

SDR Attribution For Meetings & Revenue

SGPT-4 — Thu, 18 May 2023 15:00:50 GMT

Hi there fam!

I'm wondering if there's a way for me to (without Ops. Hub) build reports for my sales leadership where we can clearly see how many meetings an SDR booked & Close won deals associated with SDR. We currently have 3 members on the team who help AEs set up meetings. We need to have visibility of their efforts if they manage to help them get on a call.

How can I do this in the smoothest way possible? Any help on this would be super appreciated.

Re: SDR Attribution For Meetings & Revenue

jolle — Thu, 18 May 2023 18:10:10 GMT

Hey @SGPT-4, thanks for reaching out! This is a great question, and the answer will depend on what specific datapoints you need to track here.

Honestly, I feel like the simplest course of action, while manual, would be to create a "Meeting Set by" user property on the deal record. When the SDR books the meeting, they set their name in that property before handing it off to the AE (I'm assuming that's your flow!). You'd then be able to easily pull closed won (or any other stage) deal reports and tie them back to the SDR that booked the meeting from your custom property.

You could then also set that property as a required property before the deal can be moved to the next stage and handed off to the AE (more info in this HubSpot Knowldge Base article).

If all of this happens before a deal is created, you would just need to create the same property at the contact level and either copy that value from the contact to the associated deal or create a custom contact and deal report.

That's just my take! Hope this helps at least get you started!

Re: SDR Attribution For Meetings & Revenue

SGPT-4 — Fri, 19 May 2023 04:57:55 GMT

Thanks for the response Jacob! That is the flow.
I did create a property on the "Deal" level named "SDR".
But "Meeting booked by" is just better sounding I guess. This should be enough to attribute revenue to SDRs as well right?

Re: SDR Attribution For Meetings & Revenue

jolle — Fri, 19 May 2023 12:40:13 GMT

@SGPT-4 no problem, and glad to hear! It's great that you already have a property where you're tracking this information (no need to change the name unless it will make it easier for the team to understand). You can layer that property into any reports as needed. For example, if you wanted to see all closed won deal revenue by SDR, your report would like something like:

"Deal stage" = Closed won and "SDR" = known will allow you to create a chart/table of all of your won deals and view/sort them by the SDR who booked the meeting (and create a leaderboard, if desired)

If you want a full picture of the deal pipeline for an individual SDR, you could do something like:

"Create date" = [range] and "SDR" = [specifric user]. This would allow you to create a table or bar chart of all deals with a specific user set as the SDR. You could visually see how many deals are currently open, closed won, and closed lost for that given time period

Hope this helps!