Key SDR Org Metrics Template & Instructions

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1		Please make a copy and add this sheet to your drive to get started.
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3	Vidyard Explainer --> click	Here
4	Slide Deck with info on the "How"	Key SDR Metrics Deck (Skaled)
5	Questions?	skaled.com/contact
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8	Instructions			SDR Key Metrics Data
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10	1. Decide on your key SDR Org Input: Output (Activity --> Outcome) Definitions. Document and Publish them in your Playbook/Wiki/Knowledge base. See sample definitions below.				Month	June (M1)					July (M2)					August (M3)
11					Note	This is establishing the benchmark. Our Quality Connect data was imperfect					Company shut down week of July 4
12	2. Get signoff on your metrics from leadership. Then share metrics and definitions with your SDR team. Train and enable SDRs to execute efficiently.			Rep	Metric	# of Calls	# of Quality Connects	Completed Meetings	Pipeline $	Working Days (Default = 20)	# of Calls	# of Quality Connects	Completed Meetings	Pipeline $	Working Days (Default = 20)	# of Calls	# of Quality Connects	Completed Meetings	Pipeline $	Working Days (Default = 20)
13				Rep1		660	180	9	$49,000	21	741	47	7	$100,000	15
14	3. Review Dashboard/Report in CRM at every team & 1:1 meeting.			Rep2		547	99	10	$212,000	19	439	96	5	$412,000	16
15				Rep3		299	170	4	99,000	14	555	110	9	$89,000	17
16	4. Export data from CRM into this spreadsheet on a monthly basis.			Rep4		477	146	8	112,000	18	451	84	5	$78,000	15
17				Rep5		580	181	9	192,000	19	722	79	6	$47,000	14
18	5. Aggregate and analyze key metrics focused on "Average Per Day" (assumes 20 working days in a month by default, adjust as needed)			Rep6		700	190	11	92,000	20	600	81	5	$99,000	13
19				Rep7		499	85	13	58,000	20	333	99	4	$118,000	15
20	6. Utilize visual and key insights in your Monthly/Quarterly updates that you share with team & leadership			Rep8		521	100	5	84,000	14	299	84	8	$200,000	15
21				Rep9		799	120	8	12,000	15	412	73	10	$71,000	15
22	7. Any questions on the above? Reach out to Skaled or Andrew@Skaled.com			Rep10		499	74	15	350,000	21	501	88	4	$84,000	12
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28				Average		558.1	134.5	9.2	$126,000	18.1	505.3	84.1	6.3	$129,800	14.7
29	Key SDR Metric Definitions
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31	Metric	To Measure	Definition
32	# of Calls	Effort	Amount of Calls Made by SDR
33	# of Quality Connects	Effectiveness	# of prospects you are having 2-way quality convo with. Must fit Ideal Customer Profile	Meeting By Lead Source		June	July	August	Total			Metric	Total
34	# of Qualified Meetings	Output	# of Completed Qualified Meetings	Inbound Contact Us	#	a	d	g				Calls
35	Pipeline $ (Revenue)	Outcomes	Amount of Pipeline $ Generated	Warm Outbound	#	b	e	h				Connects
36				Cold Outbound	#	c	f	i				Meetings
37	*Quality Connects = a 2-way dialogue in which the SDR/BDR uncovers qualifying or disqualifying info about the account.			Total	#	92	63	0				Pipeline $
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