Tracking a BDRs performanceSOLVE
Aug 30, 2019 10:02 AM
My sales department just recently added an entry-level BDR to perform some outbound cold-calls. As soon as they have drummed up some interest from a call, our current process is that he change the contact's lifecycle stage to 'SQL' and then change the 'contact owner' to be whichever sales rep will be managing the SQL (scheduling a demo, etc.)
My question to the community is this; how do we track our BDRs performance? At the end of the month i want to be able to run a report and track the leads he's passed over. What do people think is the best way to track this?
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Aug 30, 2019 12:36 PM
Happy to help here. In my experience grading BDR performance comes down to 4 key elements of their job;
Which accounts is my bdr going after?
Which titles of people is my bdr going after?
Once you know that you can compare ok what % of their outreach are to ideal personas
Are they meeting the required output of activity on a day to day basis?
Usually this is measured in calls and emails sent
Measure % achievement of daily activity against their daily goals
Are they using company recommended cadences or sequences?
Measure % of emails that follow the recommended sequence or cadence
How good are they on the phone?
Now this depends on your process. Normally with BDRs the objective is to schedule a follow up call with the sales rep. So to track this you would want to look at of the people they got on a phone how many did they get a next call with?
This is the framework I recommend to my clients. Happy to chat about it more or how specifically to set it up in Hubspot if you are interested.