Quota Recovery Guide: Quick audit to rebound from a rough month
And set the stage for smashing December's goals.
Read time: 3 min
New episode on the SDR Game Podcast
This week we talked about PLG prospecting, since I started my new role, I’m obsessed with PLG, and Product sales-led motion. Happy listening :)
Listen to the episode here: YouTube, Spotify, or Apple Podcasts
This week I saw a post on LinkedIn about an SDR that struggled in November and was not sure to hit quota.
So let’s talk about how SDRs can bounce back from a tough November and excel in December.
A few weeks ago I shared this: Mastering Q4: My 5-Step Formula Every SDR Needs and a spreadsheet: How to hit your SDR quota easily - Calculator V2
As SDRs, the pressure to meet quotas is always high, especially in the crucial month of December.
This guide provides practical, data-driven strategies to help your performance.
How can SDRs effectively audit their performance, understand their metrics, and use this knowledge to not just meet but exceed their December quotas?
I promise to share strategies that go beyond the conventional "try harder" or “be positive” approach:
Step 1: Slump Diagnosis
The struggle of an SDR not meeting their November quota is a scenario many of us can relate to, particularly as the year draws to a close.
It's not just about the hours put in, but also about the strategy and approach.
The key to moving forward is self-awareness and accountability.
To start, deeply analyze your sales activities and conversion rates using your CRM or Sales Engagement Platform:
Make a list of all the meetings you booked by prospecting channels
How many emails did you send? How many qualified demos?
How many calls did you make? How many qualified demos?
How many LinkedIn messages did you send? How many qualified demos?
How many videos did you send? How many qualified demos?
How many people did you add to a cadence?
How many accounts did you prospect?
What’s the quality of those accounts?
The goal here is to understand not just the quantity but the quality of your efforts.
Step 2: The Path to December Success
What's next for December?
This is where you shift gears.
Conduct a thorough analysis of your sales metrics.
This step is about identifying areas for improvement and adapting your strategies based on solid data.
Use this insight to create a more focused and effective approach for the coming month.
Step 3: Deep Dive Audit and Tactical Shift
It's time for an in-depth audit.
Examine your conversion rates, activity levels, and the effectiveness of different prospecting channels.
Utilize tools like the "How to hit your SDR quota easily - Calculator V2" to analyze your performance against your goals.
This process should include a comparison of your current metrics with previous months.
Are there any trends or patterns?
This isn't just about numbers; it's about understanding the story behind them.
Step 4: A Comprehensive Approach to SDR Success
Recognize that sales performance isn't just about numbers; it's also about your approach and mindset.
Run a diagnostic to identify issues within your SDR process.
Let’s start with your show rate:
Show Rate (I sent a newsletter about 6 Tactics to Ensure Your Prospects Show Up Every Time):
Do you send reminders?
Do you send the invite and the prospect accepts the invite on the phone?
Did you sell the meeting?
Meetings Set
Hitting Minimum Number of Activities - Review your own SDR Calculator
Emails sent: how’s your reply rate? Open rate?
Quality of Leads: Industries Targeted, Title Targeted, Size of Companies
Quality of your conversations: how do you score on your cold call scorecard? How’s your tonality?
Cold call: Connect rate. I sent a newsletter on how to talk with more decision-makers.
Do you call cell phone numbers? Or landlines?
Are they calling during the proper hours/time?
Call Outcomes/Status - No Answer, vs Voicemail, vs Not Interested, etc.
Cold call Conversion Rate
Quality of your conversation (Cold call scorecard)
Do you leverage your research in your conversation?
Is it a cold prospect? Closed lost opportunity?
Is it relevant to your buyer personas?
Email Open Rate
Is your 1st Sentence personalized? Does it evoke a reason to open the email?
How’s your Bounce Rate?
Email Response Rate
Is it relevant to your buyer personas?
Clear call to action?
What does it look like on Mobile?
Do you talk about the problem your product solves? Or your product?
LinkedIn Connect Rate
Is your LinkedIn profile optimized/updated for your buyer personas?
Do you send blank notes or personalized notes?
LinkedIn reply rate
Is it relevant to your buyer personas?
Clear call to action?
What does it look like on Mobile?
Do you talk about the problem your product solves? Or your product?
Mental Health
Are you sleeping well?
Are you taking breaks?
Are they intentionally doing things that bring them joy?
Step 5: Take actions
Then based on where you find the issue is coming from in your SDR process.
You will focus on this issue to fix it in December.
Successful quota attainment is a blend of understanding detailed metrics, applying tailored strategies, and maintaining good mental health.
This newsletter has provided a comprehensive guide to not only recovering from a rough month but also setting up for a triumphant December.
Actionable Steps for SDRs:
Audit Your Performance: Delve into your CRM. Analyze the conversion rates and activities across different prospecting channels.
Develop a Data-Driven Strategy: Utilize your audit findings to craft a targeted strategy for December.
Conduct an In-Depth Analysis: Regularly compare your current performance with past data to identify trends.
Diagnose and Tackle Issues: Constantly identify and address gaps in your strategy. Focus on improving your outreach quality.
Embrace a Holistic Approach: Balance professional diligence with personal well-being. Remember, your mental health is integral to your success.
This month may have been tough, but with these steps, you're setting yourself up for a triumphant December.
So, there we go. Thanks for reading.
That's all for this Sunday.
Quick Reminder: If you like my emails please do “add to address book” or reply.
See you again next Sunday.
Happy prospecting!
Elric
As soon as you're ready, I can help you in 3 different ways:
Promote your product or yourself to 3,500+ subscribers by sponsoring this newsletter. If you are interested, reply to this email, or send me an email at bonjour@elriclegloire.com
Work with me 1-1: I help build SDR teams and outbound GTM strategy. Reply to this email, or send me an email at bonjour@elriclegloire.com
Check my podcast, where I interview top-performing SDRs and share prospecting tips that work best today, you can watch the episodes on YouTube, and Spotify.