The Importance of Key Performance Indicators
While statistics vary wildly, understanding your numbers is crucial.
Below I broke down all of the individual KPI so you can figure out what to do to get to a better level.
Dials
How many dials do you do per day?
| 1-30 | Shame on you |
| 31-50 | Are you even trying? |
| 51-100 | You’re in the average |
| 101+ | Tell me you’re an SDR without telling me you’re an SDR |
If you’re too low jump to Time Management or Call Reluctance
Pick up rate
What % of those dials are picking up the phone?
| 1-4% | Abysmal – jump to Tech Stack |
| 5-9% | Still bad, same as above |
| 10-14% | Decent |
| 15% | You’re a lucky SOB |
Pitch rate
What % of those calls let you pitch?
| less than 50% | Something is wrong with your Tonality |
| between 51 and 75% | Your Tonality and Openers could use work |
| 75%-90% | Good work |
| 91%+ | You’re doing inbound |
Conversation Rate
What % of those calls are turning into 2 mins+ calls?
| Less than 10% | Either Tonality or The Pitch are completely off |
| 11-24% | The above could still use work |
| 25%+ | You’re doing well, keep tweaking |
Meeting booked
What % of pick ups are turning in meetings?
(this vary from market to market)
| 1% | Study this like a bible, you’re working too hard for nothing. |
| 2% | You’re bang on average, still, study the Wiki. |
| 3-5% | If you’re booking consistently look at Psychological Principles and the other Sales Skills to boost further |
| 5-10% | Same as above, also optimise your Tech Stack and Building the List to maximise |
| 10%+ | 🥇 |
Sat rate
What % of your meetings booked is actually sat?
| Less than 50% | Go to No access, you’re not handling the call properly |
| 50-70% | Review both Call Structure and (Dis)Qualification |
| 70-90% | Review the problematic calls and understand what’s not working |
| 91%+ | You’re not pushing enough for the meeting. |
Struggling with Cold Calling?
Check out the Academy
Or join 300K Followers Social Media:
.svg)
