Sales Development Representative

Sales development representatives are responsible for establishing the first contact with the prospects either through outbound calls or qualifying inbound calls or leads.

SDRs should have good knowledge of the product and service the company provides, ability to understand customer requirements, analyse and qualify leads for Account Executive and transfer knowledge to Account Executives about prospects setting AE for success.

SDRs are generally in the start of the career and they need clearly set goals to execute their tasks and responsibilities. OKRs can also help SDRs understand how they are contributing to overall company mission and at the same time provide the flexibility and agility for SDRs to be creative.

OKRify, a OKR software for managing OKR goals in Salesforce will be the ideal tool for roles such as SDRs,

  • As SDRs work mostly in CRM having their goals in Salesforce will benefit them immensely as they can clearly see the goals in the same place they do other activities,
  • Check how their goals are aligned with top level goalsĀ 
  • Easily track the progress through automated updates using Salesforce objectives such as Leads, activities, etc.
  • OKRify will enable faster OKR adoption among SDRs and will enable focussed executions towards the sales team goals.

Here are some example OKRs for SDRs. These OKRs are also available in OKR software, OKRify and can be easily copied with a single click

Generate MQLS (Marketing Qualified Leads)
Key results
1
Generate 200 MQLS from cold calling.
2
Generate 100 MQLS from social media ads
3
Generate 60 MQLS from website through organic search
Achieve being top performing SDR, totaling over $30 K in ARR per quarter.
Key results
1
Coordinate scheduling 50 product demonstration with Account Executive
2
Respond 100 % to inbound requests for demonstration and qualify the lead before scheduling product demonstration
3
Develop prospect lists and make 50 outbound calls daily to prospective customers.
Increase revenue from existing clients by 20% by the end of Q3
Key results
1
Schedule and conduct at least 2 upsell meetings per week with existing clients
2
Achieve a 90% closing rate on upsell opportunities
3
Develop and maintain strong relationships with at least 3 key decision makers at each existing client account
Expand into new market vertical by the end of Q4
Key results
1
Research and identify 3 potential new market verticals to expand into
2
Develop and deliver a targeted sales pitch to at least 5 prospects in each identified market vertical
3
Close at least 2 new deals in each identified market vertical
Increase account revenue by 25% by the end of Q3
Key results
1
Increase the number of meetings with key decision makers at current accounts to 4 per week
2
Close deals with at least 3 new accounts within the next quarter
3
Upsell at least 2 existing accounts per month
Build and maintain strong relationships with key clients
Key results
1
Schedule and attend at least 1 networking event per week
2
Schedule at least 2 check-in calls with key clients per month
3
Respond to all client inquiries within 24 hours
Improve sales pipeline management
Key results
1
Track and update the status of at least 20 sales leads per week
2
Schedule follow-up activities for at least 10 leads per week
3
Improve the conversion rate of leads to deals by 20%
Develop and maintain a consistent pipeline of new business opportunities
Key results
1
Identify and research at least 3 new prospects per week
2
Schedule and attend at least 2 initial meetings with new prospects per week
3
Close at least 1 new deal per month
Increase customer retention rate by 10% in the next quarter
Key results
1
Schedule and conduct at least 1 account review per week
2
Provide exceptional customer service by responding to all client inquiries within 24 hours
3
Proactively identify and offer solutions to at least 2 potential problems per month
Increase upselling and cross-selling efforts by 15%
Key results
1
Identify upselling opportunities within current accounts
2
Schedule at least 1 cross-selling meeting with current accounts per week
3
Close at least 2 upselling or cross-selling deals per month