SDR Metrics Template

	A	B	C	D	E	F	G	H	I	J	K	L	M	N	O	P	Q	R	S
1		Jan-16	Feb-16	Mar-16	Apr-16	May-16	Jun-16	Jul-16	Aug-16	Sep-16	Oct-16	Nov-16	Dec-16	Jan-17	Feb-17	Mar-17	Apr-17	May-17	Jun-17

2	Headcount
3	Full Time Sales Development Reps (SDRs)	1	1	1	2	2	2	3	3	3	5	5	5	7	7	8	10	10	12
4
5	Prospects
6	New Total Prospects	187	211	196	430	376	362	612	657	600	1,065	900	930	1,316	1,519	1,744	2,000	1,930	2,628
7	New Prospects per SDR	187	211	196	215	188	181	204	219	200	213	180	186	188	217	218	200	193	219
8	Prospect Responses	78	88	83	172	166	158	269	252	259	398	340	343	568	550	736	769	714	977
9	Reach Rate	42%	42%	42%	40%	44%	44%	44%	38%	43%	37%	38%	37%	43%	36%	42%	38%	37%	37%
10
11	Leads
12	Sales Qualified Leads (SQLs)	8	8	9	18	16	17	23	26	22	43	31	36	59	53	70	89	81	97
13	SQLs per SDR	8	8	9	9	8	9	8	9	7	9	6	7	8	8	9	9	8	8
14	Pass Rate	10.26%	9.09%	10.84%	10.47%	9.64%	10.76%	8.55%	10.32%	8.49%	10.80%	9.12%	10.50%	10.39%	9.64%	9.51%	11.57%	11.34%	9.93%
15
16	Pipeline
17	Qualified Sales Opportunities (QSOs)	6	6	7	14	12	12	16	19	17	29	23	25	47	35	49	60	56	75
18	QSOs per SDR	6	6	7	7	6	6	5	6	6	6	5	5	7	5	6	6	6	6
19	Prospects per QSO	31	35	28	31	31	30	38	35	35	37	39	37	28	43	36	33	34	35
20	Pipeline Rate	75.00%	75.00%	77.78%	77.78%	75.00%	70.59%	69.57%	73.08%	77.27%	67.44%	74.19%	69.44%	79.66%	66.04%	70.00%	67.42%	69.14%	77.32%
21
22	Goals
23	Reach Rate - Goal	40%	40%	40%	40%	40%	40%	40%	40%	40%	40%	40%	40%	40%	40%	40%	40%	40%	40%
24	Pass Rate - Goal	11%	11%	11%	11%	11%	11%	11%	11%	11%	11%	11%	11%	11%	11%	11%	11%	11%	11%
25	Pipe Rate - Goal	73%	73%	73%	73%	73%	73%	73%	73%	73%	73%	73%	73%	73%	73%	73%	73%	73%	73%
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100