We're in the process of setting up a global SDR team to qualify our inbound leads and also do some outbound campaigns. We will have a team in the USA, EMEA and APAC. We currently use lead lifecycle stages to track the movement of the leads. Any new leads from the website, webinars and physical events are assigned to queues, but also enter lead nurture programs and we score their activity. The SDR teams will work any new MQLs and also any new leads, but the priority will be MQLs.
- One challenge we are facing is how do we dashboard in Salesforce the effectiveness of the SDR in relations to the leads they have touched. Thisis difficult as the ownership of a lead can change over time. For example the lead could start off in a queue, be assigned to a SDR, then assigned to an Account Executive or recycled back to Marketing. Is there another way to do this?
- The other challenge is how should we measure SDR contribution to pipeline and revenue? Currently, we are thinking that we will have a user lookup field on the opportunity so we can run opportunity reports by SDR. Any advice on this also much appreciated.
Just wanting to know what other people have done to measure these. Please let me know what other metrics we should be measuring.