Our KPIs for remote sales

Setting the right KPIs is the first step in achieving success for any team, and SDR teams are no different. When setting simple, yet result-oriented KPIs for an SDR team, it is important to ensure that these indicators help measure progress and provide impactful insights into how well the SDRs are performing.

To get the most out of our tracking efforts, we should focus on analyzing outreach volume and opportunities created during these early months. Additionally, taking a closer look at win-rate will give us valuable insights into how successful our strategies have been thus far.

This baseline data helps establish a benchmark for later months and gives a clear indication of where the team is taking initiative or where further work needs to be done to meet team goals.

1^st Month:

During the first month, the goal is to quickly get knowledge of the client’s product and solutions, and become well-versed in conversations with prospects, and to focus on simple and result-oriented activities. The initial goals include building relationships through one-on-one conversation, becoming proficient at qualifying leads, and tracking performance metrics for continued success. With each interaction we have, we hope to bring value to the target audience and show them why our client’s product or service is useful to their business needs. Ultimately, the first month will be used to set strong foundations, and to reach out to potential prospects.

·        Number of prospects contacted per month

·        Number of leads per month

·        Quality of interested leads

2^ndMonth:

In the second month of operation, efforts are directed towards attaining KPIs tailored for higher performance outcomes; such as boosting the number of customer demonstrations and forecasting more successful deals.

·        Number of prospects contacted per month

·        Number of interested qualified leads per month

·        Number of demos made to leads

·        Number of leads that requested quotations or deals forecasted

While closing B2B or SaaS deals in the first and second months can be circumstantial, achieving success early is certainly possible for SDRs, but requires a competitive edge, the ability to showcase your offering's distinct benefits over other solutions on the market and creating conditions that motivate customers to make decisions in their favor.

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 3^rdMonth:

·        Number of prospects contacted per month

·        Number of leads per month

·        Quality of leads per month

·        Number of demos made to leads

·        Number of leads requested quotations or deals forecasted

·        Conversion rate

·        Number of closed deals

·        Revenue per month

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In the third and fourth month, SDRs have increased opportunities to close deals due their established expertise coupled with comprehensive resources. Additionally, these months herald an objective-based measurement system of success opposed to a subjective one.

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4^thMonth till end of a year: 

·        Number of prospects contacted per month

·        Number of leads per month

·        Quality of leads per month

·        Number of demos made to leads

·        Number of leads requested quotations or deals forecasted

·        Conversion rate

·        Number of closed deals

·        Revenue per month

Our early SDR efforts focus on optimizing the lead flow through quality sourcing, qualification, and nurturing. As time progresses, we are diligent in tracking outcomes to ensure our team is closing deals efficiently. Our SDRs have the expertise and agility to quickly navigate through all phases necessary for success, enabling them to close more deals.

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