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Lack of Specific KPIs and Metrics

Definition:

  • Leadership tracks bookings or revenue only—no visibility into SDR effort metrics like replies, connect rate, or no-shows.
Impact on Revenue Growth:

  • The founder, who lacked a sales background, was tracking the wrong metrics and missed an opportunity to coach SDRs effectively, and missed opportunities to improve conversion stages.
Solution:

  • Deployed SDR-specific KPI tracking across reply rate, meeting conversion, and intent-based sourcing effectiveness.
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