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SDR Metrics And KPIs: What To Expect From Your Sales ...
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Knowing that their pipeline target is $4 million, the pipeline sources need to be defined. “To keep it simple, let’s assume that 50 percent of the pipeline will be generated by the outbound SDR team and the other 50 percent will be generated by the inbound SDR team that will be qualifying and converting leads generated by the marketing team.” So, that means each team (outbound and inbound) has to produce $2 million in pipeline.
Before we break down sales goals and metrics, it’s important to understand the difference between inbound and outbound sales teams. Sales development teams are typically split between outbound teams and inbound teams. “Outbound SDRs will usually be responsible for opening new “cold” accounts that had no previous exposure to the vendor.” Inbound teams are typically responsible for filtering, qualifying and converting inbound leads into sales conversations. They follow up on leads generated by marketing teams, such as those who downloaded an e-book, attended a webinar, or requested a demo.
Before we break down sales goals and metrics, it’s important to understand the difference between inbound and outbound sales teams. Sales development teams are typically split between outbound teams and inbound teams. “They will often be given a set of accounts to engage with, or a predetermined set of industries or verticals to penetrate, and be more targeted in their approach.” Inbound teams are typically responsible for filtering, qualifying and converting inbound leads into sales conversations. They follow up on leads generated by marketing teams, such as those who downloaded an e-book, attended a webinar, or requested a demo.
The difference between inbound and outbound sales teams “Sales development teams are typically split between outbound teams and inbound teams.” Outbound SDRs will usually be responsible for opening new “cold” accounts that had no previous exposure to the vendor. They will often be given a set of accounts to engage with, or a predetermined set of industries or verticals to penetrate, and be more targeted in their approach.
Outbound SDRs will usually be responsible for opening new “cold” accounts that had no previous exposure to the vendor. They will often be given a set of accounts to engage with, or a predetermined set of industries or verticals to penetrate, and be more targeted in their approach. “Inbound teams are typically responsible for filtering, qualifying and converting inbound leads into sales conversations.” Determining whether a company needs an inbound SDR team or an outbound SDR team (or both), depends on the maturity of the company as well as the number of leads the marketing team produces. Typically, companies will have both teams in place or SDRs that handle both inbound and outbound.
Inbound teams are typically responsible for filtering, qualifying and converting inbound leads into sales conversations. They follow up on leads generated by marketing teams, such as those who downloaded an e-book, attended a webinar, or requested a demo. “Determining whether a company needs an inbound SDR team or an outbound SDR team (or both), depends on the maturity of the company as well as the number of leads the marketing team produces.” What determines the best team structure and how much pipeline responsibility each team takes depends on how reliable the inbound engine is. Less-established vendors usually need a stronger focus on outbound while more established and well-known vendors tend to have a larger focus on inbound.
Each inbound rep should be able to handle about 15 leads per day and assess if these leads are a good fit from a company level, geography and vertical/industry, as well as job function/seniority level. “The final objective of an inbound rep is to qualify the leads in or out, engage with them, and ultimately set up an introductory call with an account executive that can then take over the sales process.” So, ultimately the volume of leads generated by the marketing team will define the size of the team. Seeing as one inbound SDR can handle 15 leads a day, that means approximately 300 leads can be followed up per month, which ultimately defines how many Inbound SDRs are needed in a team.
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