"BDR/SDR Metrics and Quota Math: Dials, Connects, ...

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1. Most BDR funnels die at the definitional layer. Two reps say "I had 40 conversations this week" and mean two completely different things. Before any math, agree on what counts. “Dial An outbound call attempt logged in the dialer. One number per dial, regardless of outcome.” Email follows a parallel funnel: sends → opens → replies → meetings booked. Most teams track them separately and combine at the meetings-booked stage. Same logic applies to the math.

   In Call dispositions and analytics

2. Most BDR funnels die at the definitional layer. Two reps say "I had 40 conversations this week" and mean two completely different things. Before any math, agree on what counts. “Meeting Held The prospect actually shows up. Reschedules count if they happen within 14 days.” Email follows a parallel funnel: sends → opens → replies → meetings booked. Most teams track them separately and combine at the meetings-booked stage. Same logic applies to the math.

   In Quota crediting rules