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How do you measure the effectiveness of your sales development process, and how do you iterate on it based on this data?

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2 Answers
Sales Development
  1. Andrew Zinger
    Andrew Zinger

    Ironclad Senior Global Director, Revenue Enablement • 4mo

    I love this question, and its one that I feel is an area of the business that is so tough to really say I have ever perfected. However here’s the simple framework I use to measure, and continuously improve upon, a Sales Development motion in a global SDR organization. 1. I measure outcomes first, activity second The core question is not “are SDRs busy?”It’s: Is Sales Development creating real revenue leverage for the GTM team? My primary effectiveness metrics: → Pipeline quality % of SDR-sourced ...Read More

    434 Views
  2. Tim Britt
    Tim Britt

    Freshworks VP Partnerships • 3y

    Results should be the main measurement but also listen to your reps and internal employee surveys. Have a dedicated sales development team or leader that's sole job is to build best practices, you should be hiring experienced talent so review each quarter how effective your sales development is but more importantly are they utilising the new skills you are teaching them? It's key as a leader to review in your 1:1's and set time for coaching and feedback, not everybody will be at the same level s ...Read More

    2,185 Views

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