Qualified Lead Conversion Rate
Once you've generated a lead, the next step is to get that lead "ready to buy." The more leads you can turn into sales-qualified leads (or SQLs for short), the faster your business will grow (and the bigger your sales numbers will be).
The sales-qualified lead conversion rate is a percentage that shows you how many of your leads are ready to be bought. This is also known as your close rate or sales conversion rate. - Close rate: This is the simplest way to track your sales conversion rate.
This metric shows you the percentage of leads sold to (or converted to SQLs) in a given period. - Close rate per channel: This metric is a little more complex, but it allows you to see how your sales reps and teams are performing across different lead generation channels. - Close rate per rep: This metric is by far the most complex.
It shows you how each sales rep is performing, giving you a clear overview of which reps are closing the most deals and which ones might need some help. Monthly churn rate
The monthly churn rate measures the percentage of customers
(or leads in the sales funnel) who stop using or purchasing your product or service during the month.
It's a measure of customer retention, which is often a leading indicator of customer acquisition. A high churn rate is problematic because it means losing customers faster than bringing in new ones.
It's important for SDRs to measure this metric because it can help you identify areas for improvement that can help you retain more customers.
This can help you scale your business more effectively.
The good news is there are a lot of ways to lower your churn rate, such as improving your product or service, providing better customer service, or creating a better user experience.Monthly run rate
The monthly run rate measures how much your business brings in during a certain period. It's one of the most important metrics to track when calculating your sales forecast and is helpful during the sales process.
Calculating your monthly run rate is simple—just take the total amount of revenue you've made so far (or expect to make) for the month and divide it by the number of days left in the month.
This gives you an estimate of how much money you expect to bring in each day.
Run rate is especially useful when forecasting sales since it gives you a sense of how much money you need to make every day to meet your quota.
It's also helpful when you're making sales because it can help you create urgency around closing deals and booking appointments. Lead generation efficiency
Lead generation efficiency is the ratio of leads to a certain metric, such as hours spent marketing. This metric helps you understand how much effort you need to put into generating leads versus how many leads you're actually generating.
SDRs should track lead generation efficiency because it can help you find ways to optimize your marketing efforts and spend less time on activities that don't produce results.
For example, you might find that you need to spend 10 hours per week doing in-person events to get 1 qualified lead, which isn't efficient. You can find ways to make your marketing more effective and efficient by tracking lead generation efficiency.
You can do this by spending more time on techniques that produce results, like cold emailing, or spending less time on techniques that don't, like spending hours on social media. Monthly new lead quota
The monthly new lead quota measures how many new leads you need to hit your sales quota each month.
And while most sales teams measure it against monthly revenue, you can also track how many leads you need to close to make your quota.
You can track your monthly new lead quota in a few different ways. You can use a sales quota calculator to figure out how many leads you need to close each month based on your sales goal.
You can also use a lead funnel to track your progress and make adjustments as you go.
Tracking your monthly new lead quota can help you prioritize your time and make sure you're spending it effectively on activities that will bring you the most value. It can also help you identify any areas of your lead generation process that are causing a bottleneck. Net Promoter Score (NPS) Net Promoter Score
is a customer satisfaction metric that helps companies understand how likely their customers are to recommend their products or services to others.
It rates respondents on a scale from -100 to 100, with -100 being extremely unhappy and 100 being extremely satisfied. Most B2B companies should be tracking their NPS—especially SDRs.
It's one of the best ways to measure lead quality and customer satisfaction. And it's a great way to track the long-term effectiveness of your sales efforts. Like most sales performance metrics, it's important to track NPS regularly so you can identify trends and make adjustments as needed.
You can use a customer survey tool like Intercom to track your NPS or a CRM like Salesforce to integrate it with your lead tracking.