Harry Monkhouse’s Post

𝗛𝗼𝘄 𝗜 𝗠𝗲𝗮𝘀𝘂𝗿𝗲 𝗠𝘆 𝗕𝗗𝗥 𝗧𝗲𝗮𝗺 𝗪𝗲𝗲𝗸𝗹𝘆 Every Monday morning, I spend 30 minutes reviewing the previous week’s data ... which gets added to our weekly BDR Scorecard The goal? To consistently track and measure performance week in, week out This scorecard then feeds into a quarterly version, which we use for quarterly reviews and development conversations We can then look at individual conversion rates across channels like email, phone, LinkedIn, etc My filter logic for what matters: 1. Are you hitting target? ... for us, that means qualified opportunities and pipeline 𝘐𝘧 𝘺𝘦𝘴 → 𝘐 𝘥𝘰𝘯’𝘵 𝘸𝘰𝘳𝘳𝘺 𝘵𝘰𝘰 𝘮𝘶𝘤𝘩 𝘢𝘣𝘰𝘶𝘵 𝘵𝘩𝘦 𝘳𝘦𝘴𝘵 𝘰𝘧 𝘵𝘩𝘦 𝘴𝘤𝘰𝘳𝘦𝘤𝘢𝘳𝘥 𝘐𝘧 𝘯𝘰 → 𝘸𝘦 𝘥𝘪𝘨 𝘥𝘦𝘦𝘱𝘦𝘳 2. Is there sufficient activity to get you to target? This is where conversion rates help us work backwards: - How many meaningful conversations do you need to book a meeting? - How many calls do you need to make to have a meaningful conversation? 3. Does the rep understand the task and have they received the right training? 𝘐𝘧 𝘯𝘰𝘵 → 𝘵𝘩𝘢𝘵’𝘴 𝘰𝘯 𝘮𝘦 𝘵𝘰 𝘧𝘪𝘹 𝘐𝘧 𝘺𝘦𝘴 → 𝘸𝘦 𝘮𝘰𝘷𝘦 𝘵𝘰 𝘵𝘩𝘦 𝘧𝘪𝘯𝘢𝘭 𝘧𝘪𝘭𝘵𝘦𝘳 4. Does the rep have the right mindset and attitude? -- 𝗪𝗲𝗲𝗸𝗹𝘆 𝗦𝗰𝗼𝗿𝗲𝗰𝗮𝗿𝗱: 𝗧𝗿𝗮𝗳𝗳𝗶𝗰 𝗟𝗶𝗴𝗵𝘁 𝗦𝘆𝘀𝘁𝗲𝗺 🟢 Hit target or KPI 🟡 Amber - varies depending on the data point 🔴 Missed target or KPI -- 𝗗𝗮𝘁𝗮 𝗦𝗼𝘂𝗿𝗰𝗲𝘀 Outreach: - Calls - KPI: 250/week - Answered Calls - Negative Conversations - e.g. not interested, wrong person, competitor - Meaningful Conversations - KPI: 15/week (meeting booked, referral, positive disposition) - Meetings – KPI: 20% of monthly target Salesforce: - Emails – includes outlook and outreach data - Accounts Touched - we’ve found 64 to be a sweet spot for account touches - Passed Opportunities - Accepted Opportunities - Pre-Qualified Opportunities – not yet accepted by AE - Accepted Pipeline – AE has accepted the opportunity - PTO – impacts scorecard colouring Curious to hear from others What do you track outside of these data points? Would love to compare notes 👇 *example data below