Mastering Sales Ops: A Step-by-Step Guide to Creating SLA-like Reports for Sales Titans

[jforte]

[Check Step-by-step video here]

Step 1: Get Ready for Action!

• The goal is to create a report similar to SLAs (Service Level Agreements) for the SDRs (Sales Dev Teams).
• By dividing the time into intervals, we can set our own labels based on contact time to be reached and the patterns of their qualification status.

Step 2: Chop Chop, Time Divisions!

• Categorise time intervals such as less than 2 hours, less than 24 hours, less than 48 hours, etc.

Step 3: Why Are We Doing This, You Ask?

• Analysing the time it takes to reach contacts helps evaluate the percentage of qualified MQLs (Marketing Qualified Leads).
• As the time to reach contacts increases, the percentage of qualified MQLs decreases.

Step 4: Let the Show Begin!

• When sending a prospect or MQL to an SDR, set them as the qualification owner and notify them via email or preferred communication channel.
• Use a date stamp to track when the notification was sent and enroll the contacts in a workflow called "SDR Time Frame."

Step 5: SDR Time Frame Showdown!

• Create a separate workflow to account for different time zones and office hours of the SDRs.
• This ensures accurate tracking of the time taken by the SDRs to respond to contacts.

Step 6: Time Rules, Baby!

• Configure the "SDR Time Frame" workflow to start counting the time that matches the SDRs' office hours and time zone.
  
  

Step 7: Using the "Last Contacted" Magic

• Use Hubspot's "Last Contacted" property, which logs the last time a call, email, or meeting was made with the contact.
• This information helps track and analyse the contact's engagement history.

Step 8: Sherlock Holmes Investigation

• Be sure the workflow re-enrollment process works for each contact, adjusting the time intervals accordingly. People get angry with wrong data about their performance
• Monitor the performance of each SDR based on the leads they receive and their response times and plan ahead strategies that will improve the ones with worst performance (set slots in their calendar to qualify, build playbooks and scripts, onboard them again, …)
  
  

Remember, this guide provides a humorous twist to keep things entertaining while following the steps. If you have any doubts or need further assistance, feel free to ping me. Let’s get them, champ!

[SKumar0211]

any idea who could benefit with this new post.

[danmoyle]

@SKumar0211 I think it benefits larger sales teams who have SDRs and BDRs on their teams, and who want to have accountability between sales areas. 

[jforte]

Hey @SKumar0211 not sure if it was a question, if it is I'm quite sure that this post enables any manager with a sales dev team in their hand 💪

[danmoyle]

Thank you for the heads up @kvlschaefer! This is a great example of using many tools together to create a process and tell the story through reporing. Love this example @jforte! I'll be sharing with my colleagues! 

[jforte]

@MiaSrebrnjak @sharonlicari @kvlschaefer any idea who could benefit with this new post? Feel free to share with them 💪

[kvlschaefer]

Hi @jforte,

Thank you for sharing this guide! This is an incredible resource for sales teams 😄 

I'll share it with my colleagues at HubSpot!

I also wanted to share this guide with our community contributors! 
Hey @ThatChristinaG, @jolle, @danmoyle, @Jnix284, @franksteiner79 - @jforte put together this guide on creating SLA-like reports in HubSpot. ⭐ 

Cheers!

Kristen

[Jnix284]

Thanks @kvlschaefer , this is really cool @jforte  thank you for putting this together and sharing with the community, I've already bookmarked it so I can share with others! 🙌