437% increase in sales with 5 simple changes

In this video, I'm going to show you the exact way that I took an outbound team from $90,000 a month from outbound generation to $400,000 a month in about 90 days. This is going to be a nitty-gritty video. So if you're someone who does outbound or is interested in outbound or runs a business, then this is going to be a great, um, exactly how I did it, what softwares I use, and the step-by-step that you can do in order to have a look at some of the low-hanging fruit things in order to kind of increase your revenue from outbound. So my name is Matt Ryder. I own a business called Dollar.io. This is all on Dollar.io, but there are some things in here that you can just do in your business. Okay. All right. So the first thing that we have to do is kind of establish the baseline. Okay, this is where we're at with this particular business. Okay, they came on, they were on a different dialing platform, they've bounced around a number of different dialing platforms. And they always had quite low pickup rates, like even like sub 5%. And so they have a lot of very, very high lead flow. It's a very, very well-known business. And so they just really needed to fix that. But like there's, there are some departmental issues as well in the account management. Dial.io, we kind of help people with more than just dialing. We wanted to put this business in the best possible position to be able to get the most out of it. Okay. So first of all, we are like just straight up kind of establishing that like the baseline of where we're at currently. And this is where we're at. So 5%, uh, lead to schedule about 230 bookings a month from new leads, slot capacity. Um, they have a slot capacity of 1,000. So like they're only at like 10% slot utilization rate with like a 50% show rate. So they're booking about 230, but only about 115 are showing. So they have 1,000 spots, so roughly 10% available. Slot utilization rate is like if I have 100 slots available and I only have a show on, say, 50, and I have 50% start utilization, which is not great. Now, all this was equaling about $90,000 a month in revenue from the outbound department. The business itself does a couple million dollars a month. Okay, so the first thing we need to do is, is really go to sit there and define our target. We really want an 80% start utilization rate, 20% lead to schedule, which will give us a projected of around $400,000 a month, which is a pretty, pretty big increase from $90,000. Okay, so now we have like where we want to be, right? You know, and, and we figured out what we're going to take to get there. So realistically, raising from 5 to 20% of lead to schedule is the key here to getting a significant increase in revenue. So then what we do is reverse engineer the numbers. We need to get 800 bookings. We need to, given the current data, right, it's a 55% conversation, right, to booking, which is good because they're a good sales team, right? Which is $1,240. Pickups, okay, is $922. And then around a 10% pickup rate, they're getting a bit better than that, but around 10% pickup rates, around $20,000, right? So we'll go conservative. This rolls out to 31 sets per day across the team, new leads only, 7 sets per rep. Okay, again, so we're putting in all of the like daily targets and then weekly targets here. If you want this, there'll be a link down below where you can go ahead and download it so you can see and then you can start reverse engineering yourself. Now we have our delta, which is like the difference between what we have and what we want. And then we have our daily set of daily KPIs and weekly KPIs per rep, and then we know it for the department as well. So now what we're going to do is start to look for like insanely easy low-hanging fruit. So 20,000 dials is kind of the key here, but really it's about the conversations and the bookings. Now this is the Dial.io dashboard, which is like the speed to lead kind of dashboard. What we're seeing here is if you see we've got 6 AM to 4 PM, and this is in their time zone. Okay. And as you can see, there is a distinct drop-off, right? It was actually funny because I went to this team and I was like, hey, is your, is your, is your sales meeting at 12 PM? Like, yeah, how'd you know? I was like, oh, because there's a gigantic drop in your lead, in your actual outbound volume here. So that's when I assume you're having your, your meetings. Okay, but it stops at 4 o'clock. Now, as you can see, this light blue line is the average new leads per hour in which they're getting, which is a phenomenally handy metric to know. And we know that because we're getting the leads in and we're dealing with speed to lead. As you can see, they stop at 4, but from 4 to 8, of which they can dial, they can dial to 4 to 9 based on where they are. They are not dialing anyone. Right. And so what that means is that like that, that's, that's 4 hours a day where they have a high lead flow and no one calling. It was like about 30% of their total lead flow was outside of times in which they don't really dial. So I was like, well, let's just change that. So immediately re-rostered and then it started to look like this. So they built up 8, like 8 reps. They segregated EST teams and PST teams so that they had coverage into that 9 PM window. And now you can see, look at that. Now they have a nice even amount of coverage and they have people working that evening slot and those evening slots become like the highest effective slots for, for like for that team because people are off work, you know, they're available, yada, yada, yada. And so that was just because they had the access to this graph and this data and which we gave them because Dial.io is built for salespeople because I'm a sales guy and now they can fix that immediately because there's nothing that they can do from a training standpoint to fix that issue. This is all systems and rostering. Now they have a nice even coverage. They immediately have an uptick because speed to lead leads are the best. If you have leads coming in fresh leads, you need to optimize for speed to lead. So boom, that's a huge win because now they're getting like, now they're immediately getting people. And this is one of the, this is the reason why I had this particular dashboard built is because I saw that a commonality across the board. And this is like, there's hundreds and hundreds of businesses on Dialer. Grant Cardone and 7th Level and Cole Gordon and Tony Robbins and Andy Elliott. No one really had this information of being able to roster their teams effectively. Okay. The next was like a culture fix. Okay. Now this wasn't a lever or metric, but the outbounders, the SDRs, had been labeled as like inferior or below the closers. And what that led to was the closers kind of like yelling and screaming at the, at the, at the setters and be like, I want this, I want this. And so like it made them actually apprehensive to book a call because they weren't sure on the quality. If you start optimizing for close rate, What's going to happen is that like you, you just end up making it harder and harder and harder to book a call, which means that you start lacking revenue and stuff like that. And by the way, there is an assumption up here. This project assumed a drop in schedule to close rate, um, and an average ticket size at a higher volume. Because like when you start sending more people, you're going to naturally lower the quality somewhat. Your close rates will drop, maybe your average revenue per lead drops, your average revenue per sale drops. However, the overall amount of income goes up. So what we had to do is like, so my suggestion to the manager, um, was that like we— you separate outbounders. They don't even speak to the closers, really separate trainings. Um, and that like there is no hierarchy. Outbounders and closers are on the same level and they're both below the managers. You're just as likely for an SDR to give the feedback to a closer, hey, why didn't you close that guy, as you are from a closer to give feedback to the SDR. So separated the outbound, okay. Also, uh, made a very distinct team don't have people doing inbound and outbound. So they have some inbound setting as well. So like we got rid of people doing both and they were either a pure inbound setter or a pure outbound setter. So we made them their own department, stood up direct weekly trainings, uh, instituted beginning of day and end of day rhythms. Okay. And then set department standards really high. And then I may or may not have rewritten the script for them. Okay. So the final month, okay. They ended up collecting $436,820 from outbound, booking 750 calls and having a, so they were a little bit below the 800. And they had a 20% lead to booking, which is pretty fantastic. So 23,000 dials, 2,400 pickups, so roughly 11%, 10.38% pickup rate. Conversations over 3 minutes was 1,400, yada, yada, yada, yada. Overall, like very, very successful outbound department and a 4.8% increase in revenue with the exact same amount of leads. They had a few more setters because we split it into a department and yada, yada, yada. Yada, yada, yada. But this is a phenomenal increase. And this is the power of the data that we give you inside of Dollar.io and just having, you know, the ability to make some smart strategic changes. Alright guys, hope that was helpful. Hope you get a lot out of that. I'll leave the link in the description down below. If you want to go ahead and speak to the team about Dollar.io, if you have a business, if you're getting fresh inbound leads, and you're looking for a better solution to be able to actually call them, then go down below. And you can click on the link and you can go to the website and book a call. Alright, bye.