This throwback episode of the Live Better Sell Better Podcast features Peter Kazanjy, Co-Founder of Atrium. Having a data-driven organization is more relevant than ever. Peter discusses the key quantity and quality metrics sales leaders should look out for in their sales team, as well as how to put that data in front of the team through an open culture of coaching.
HIGHLIGHT QUOTES
Net new accounts interacted with is a quantity metric for SDRs - Peter: "One of the non-obvious things that people really get kind of tripped up on is not sufficiently paying attention to net new accounts interacted with or net new contacts interacted with."
"Oftentimes what can happen is SDRs—it's like stale accounts. They can have their couple hundred accounts that they're going after and it's kind of like flogging the dead horse. And so what you want to make sure is that there's like ongoing inflow."
Email reply rate is a quality metric echo - Peter: "Success in sales is all about a high quantity of high-quality selling behavior. And so there's also a number of metrics that are really important for characterizing the level of quality of the behavior in question. So again, going back to SDRs, those would be things like email reply rate, and that's like a good echo."
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