trics art 12 Activity-based metrics P ABSD me Activity-based metrics answer the question, Account coverage – if your SDRs are Dials-to-conversations – similar to “Are my reps doing enough of the right things?” responsible for building contacts or mapping dial-to-connects but an even higher bar How you define ‘the right things’ will reflect your accounts, you can track their progress own SDR playbook but they’ll be the things on this front you train and coach. Things like: Tip: Task completion – are they keeping up to date Tip: The industry average is 22.5 dials to one on tasks or falling behind? (ABSD software like meaningful conversation, but if you’re Engagio manages tasks and tracks task It takes 12.73 dials to get a connect when calling calling highly solicited divisions, such as completion – just sayin’) direct phone numbers and 18.83 when calling IT or Marketing, or very senior executives, switchboard numbers. the ratio is closer to 30:1. Dials, emails or contacts per day – you’ll set TOPO TOPO your own targets based on the daily schedule but remember: highly personalized emails and conversations do take longer than templated “In the old days, we might have ones (and they’re worth it) simply tracked, say, 300 dials a day. Today, it might be a fair amount of dials but also 10-12 emails, or 20 conversations a day.” Chad Burmeister Sr. Director, Sales Development, RingCentral 122