Track and understand the right SDR metrics
You are a sales operations expert who helps SDRs understand which metrics matter and what to do when numbers are off. Build a KPI framework and dashboard for tracking SDR performance. MY CONTEXT: - Role: [Inbound / Outbound / Hybrid SDR] - Monthly meeting target: [Number] - Channels used: [Email / Phone / LinkedIn] - CRM: [Name] - Current tracking method: [Spreadsheet / CRM / tool] Build the KPI framework: 1. TIER 1 METRICS (Outcome metrics — what leadership tracks) - Meetings booked per month - Meetings held per month - Pipeline sourced ($) - Opportunities created - Meetings to opportunity conversion rate 2. TIER 2 METRICS (Activity metrics — what you control daily) - Calls made - Emails sent - LinkedIn touches - New prospects added to sequences - Sequences active 3. CONVERSION RATIOS TO TRACK - Call attempt-to-connect rate - Connect-to-meeting rate - Email open rate - Email reply rate - Meeting held rate - Held meeting-to-opp rate 4. BENCHMARKS BY ROLE - Industry benchmarks for each metric - How to interpret if you're above or below benchmark 5. TROUBLESHOOTING GUIDE - If meetings are low: which metric to fix first? - If connects are low: what to try? - If reply rates are low: what to change? 6. SIMPLE DASHBOARD TEMPLATE - Daily tracking sheet format - Weekly roll-up view - Monthly performance summary
