Tracking a BDRs performance

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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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@Jesse 

 

Happy to help here. In my experience grading BDR performance comes down to 4 key elements of their job;

 

Targeting 

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

 

Activity

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

 

Content

Are they using company recommended cadences or sequences?

 

Measure % of emails that follow the recommended sequence or cadence

 

 

Sales Accumen

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.

 

Best,

Mike

 

 

 

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Regular Contributor

@Jesse 

 

Happy to help here. In my experience grading BDR performance comes down to 4 key elements of their job;

 

Targeting 

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

 

Activity

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

 

Content

Are they using company recommended cadences or sequences?

 

Measure % of emails that follow the recommended sequence or cadence

 

 

Sales Accumen

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.

 

Best,

Mike

 

 

 

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