Setting Clear Performance Expectations
The foundation of a successful PIP for SDRs is to establish clear and measurable performance expectations. This requires identifying key performance indicators (KPIs) and sales metrics
that align with the SDR's role and responsibilities.
For instance, you might define targets for lead generation
, conversion rates, the number of calls or emails made, or the quality of interactions with prospects. These expectations should be realistic, attainable, and well-documented
. Analyzing the SDR's Performance
Before implementing a PIP, it's crucial to evaluate the SDR's current performance. This analysis should encompass various data sources, including historical performance metrics, feedback from colleagues and managers, and any available records of their daily activities.
The goal is to identify specific areas where the SDR is falling short of expectations and understand the root causes of their underperformance. By identifying these gaps, you can tailor the PIP to address the SDR's unique challenges effectively.