The SDR Sales Calculator

I collaborate closely with a lot SDR and BDR teams, and when we encounter situations where performance falls short of expectations, my initial step is to analyze their existing data in relation to their Inside Sales Organization objectives. A critical aspect of this analysis involves managing their expectations concerning the Inside Sales Funnel and the anticipated conversion rates.

To facilitate this conversation, I use an Inside Sales Calculator. This tool takes current assumptions as inputs and produces a forecast detailing the number of deals expected to progress through the sales funnel. This process often illuminates the specific areas that require attention and improvement.

There are various factors such as the amount of activity, lead quality (conversion rates from SDR to AE), the effectiveness of the SDR Outbound Motion (the percentage of prospects showing interest to the SDR), and other variables.

Subsequently, we engage in a discussion around the objectives for enhancing these focus areas and create a new model with our ideal scenario. Ideally, the revised expectations will align with the company's overarching goals, and we then work collectively to achieve them.

If you're interested in trying out this methodology for yourself, I encourage you to give it a shot and share your thoughts with me.