Know your Numbers to Book More Meetings.
Do you know many activities you have to complete in order to book 1 meeting?
Is the answer, No…?
Just picture how much easier life would be when you do know that number.
Work /Life Balance Goals
Back to Reality!
Being an SDR is like being a marathon runner. And regardless of whether you’ve run one or not you can imagine it takes a lot of training, practise, grit and resilience.
To be good at a marathon, runners need to know their splits; the speed at which to complete 1 mile, in order to complete 26 miles in the time they want. If you’ve ever watched a marathon, you’ll see the runners checking their watches to see if they need to pick up or slow down their pace.
As SDRs we need to block time for prospecting as marathon runners do for their events. And in those prospecting blocks, we need to know our splits; the amount of activities we need to complete in order to achieve our monthly target. For example, 15 dials an hour = 20 meetings a month.
‘But it’s not that simple!’ I hear you say, and you’re right, it’s not. But IT IS possible to gain control and book more meetings by tracking and following your numbers.
Firstly, all SDRs work differently. Relying on dials as an indicator of success doesn’t make sense for everyone. It could be you work LinkedIn, emails, inbound requests, even door to door, whatever, it doesn’t matter. What’s important is that you identify your early metric of success.
An early metric of success could be:
A prospect responds to your email
A prospect follows a link from your email to the website
You have a phone conversation with a decision maker
Your inbound lead fits your target market
A combination of everything above
Decide what your early metric(s) of success is, and we’ll call it a Meaningful Engagement (ME).
Learn how many activities you need to complete in 1 hour, to hit target
What does your ME number look like?
Your ME number should look achievable, perhaps a challenge, but it should be achievable.
If the number is crazy, let’s say 50 dials an hour and there isn’t enough time in the day to make it happen, you need to assess the content and tone of your approach, and try new pitches until the conversion rate improves.
Your ME number should take you out of your comfort zone and inspire you to go that next level. And if it feels easy to achieve then go set yourself a super one, using the same method above. Go for it! Have fun.
There is nothing better than having a numbers based approach to your results.
Remember to take things like summer and holidays into account. Plan ahead to do more when you know you, or your prospects will be away, and channel what would have been stress and anxiety about how to hit target in to a plan you can control.
