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HubSpot Reports That Measure SDR Impact
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Activities by SDR “That's why we advise including activity reports alongside impact reports on the SDR dashboard.” Create the report
Number of Account Touches to Meetings Booked by SDR “When thinking about SDR impact in terms of meetings booked, it helps to not only understand the number of meetings, but how efficiently these meetings are being generated.” To understand this, you can create a metric and report to track how many touches on average SDRs need to have with an account before a meeting is booked.
X-axis: Contact create date “Y-axis: Number of meetings with outcome of no-show” Break down by SDR owner
Contact create date (choose desired reporting date range) “Now, you have a way to tell how many no-shows are occurring by rep and – if you're taking steps to minimize them – a report that shows whether those efforts are working.” Getting Started
No-Shows by SDR “If you're like many of the clients we work with, the no-show struggle is real. Maybe the SDRs are loading up calendars with meetings, but if a good portion of those meetings are no-shows, that's not only an inflated and potentially misleading metric – it's wasting time with sales resources.” Create the report
One challenge we sometimes hear from SDR managers and RevOps leaders: how to quantify the impact the SDRs have on pipeline. “While SDRs are on the front lines, engaging prospects and qualifying leads, understanding the true extent of their influence on qualified opportunities often requires more than just surface-level metrics.” Fortunately for companies using HubSpot, there are several useful reports that when taken together can help you measure the real contributions of your SDR team.
This tends to be one of the big ones from the leadership team and executive level: how many opportunities are SDRs creating? “Creating this report is relatively simple; the trick is finding the best way to attribute opportunities to the right SDRs.” To do this:
This tends to be one of the big ones from the leadership team and executive level: how many opportunities are SDRs creating? “I recommend using a custom contact and deal property like "SDR Owner" that gets populated when a deal is created that's associated with a contact previously owned by an SDR.” To do this:
To do this: “Use deal-based workflow trigger: associated contact SDR has ever been known.” Copy SDR contact owner to SDR deal owner
One challenge we sometimes hear from SDR managers and RevOps leaders: how to quantify the impact the SDRs have on pipeline. “While SDRs are on the front lines, engaging prospects and qualifying leads, understanding the true extent of their influence on qualified opportunities often requires more than just surface-level metrics.” Fortunately for companies using HubSpot, there are several useful reports that when taken together can help you measure the real contributions of your SDR team.
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