Activity-based metrics (cont'd) trics art 12 P ABSD me Meaningful conversations – according to Trish Tip: Bertuzzi, if you’re only going to track one metric, track this On average it takes 3 meaningful conversations to get 1 appointment. Conversation to appointment – measuring TOPO the quality of conversations Conversations per rep per day Average number of touches and SDR puts on a lead - Inbound vs Outbound 31% 30% Inbound 12.4 10.8 Outbound 22% 8.8 7.8 6.8 6.1 9% 4.7 4.3 3.7 7% 3.4 0.6 0.5 < 2 2-5 5-8 8-11 12+ Total Meaningful Emails Voicemails Social Dials Source: Bridge Group Source: TOPO 123