Stop Getting F**ked By SDRs — Fix This Now

Hey, guys, what's up? And welcome to another video. So I'm recording this in January of 2025. We're just coming to the end and I hope it's been a good January for you. And today what I'm going to be going over is big brain moves from SDRs that are trying to pretend like they're working. All right, so we're going to be going through data from businesses you want to be idea what businesses they are. And we're going to be going through how you can sniff out if any of your big brain agents are finding ways to not work. And. And I'm going to show you how we do it. All right, guys, so this is, you know, I'm going to give you some info on how you actually do good SDR work as well or how you do good outbound sales. Like, as you can see, that's fire. All right, guys, so I'm going to go through some data with you. What I'm going to do is show you who's doing well, who's doing not. But I'm going to show you how you can pick if any SDRs are trying to pin the wool over your eyes. Alrighty, So I think we've gone over for that unique dial rate. You got to make sure that's good to go. Okay. If you have a big brain like me and like everybody else on here, you know that your unique dial rate is important. That's basically of those $194 that are done, how many of them are unique leads? Essentially you want to be calling people at least twice, probably three times. So your ideal is going to be like in the 40s. And if we have a look at the P1 campaign, okay, they haven't got that set up yet. So we just have a look overall, then we're looking at a 57, which is pretty good. They could do a few more dollars. I just sit up around maybe the 250 mark for these guys, at least 300, and they would be able to get probably a 5% contact rate. Their numbers are nice and healthy. It's nice and juicy. Like, see, this is what happens when you do like dial. So this is a priority one campaign for us. It's like P P1, right? So this is like the speed to lead, right? The feisties are called instantly. You can see like, man, good, good, good stats all around. Talking to lots of people. 35 contact rate, which is 35 of all leads are spoken to. You can see that the moment you kind of get past Dow 2 and 3, it starts to get a bit lower, right? These people have been called a couple times now. We start to add in, man, a little bit lower again, right? And this is like, with everything going right, you know, I mean, look at this unique direct 99. Because these are leads that have been in the system for a while, right? They've been called a few times. You're dealing with a demographic of people that doesn't actually pick up the phone very often. But if you have a look at those sweet, sweet speed to lead leads, you know, I mean, that's amazing. 40s is perfect, you know, and then from There you've got 35% contact rate at a high volume. You can't ask for more than that. All right, so what we're going to do though is we're going to go over some, some funny things, okay? Some big brain things that people think they can get over my eyes. What I'm going to do, first and foremost, right, is I'm going to go through here. I'm going to be like, what's going on here? So I'm going to go into the system and I'm going to show you how I find big brain activities from little brained people. Okay, so this is how many dolls have done. It's a fair few. Okay. But you can see here the duration. And what I'm going to do is I'm going to filter that by longest core because I want to see if there's any effery about. Okay. And what I'm going to do is look at dispositions that shouldn't be long. Oh, oh, we found a winner. Okay. That's long for no contact. No contact means that we didn't speak to them. So now either they're incorrect. In this case, I'll probably just download the call and listen to that and then potentially update it myself. Right? Or what I would do is I'm going to go ahead and look for a pattern. Okay? So gonna go no contact, gonna go longest calls. Now I see a lot, which is messing with my data, by the way, because it's like these are definitely people who are being called now. I'm gonna see this SDR whose name you won't know, but this guy is the same guy calling lots of people and having long conversations and marking it as a no pickup, right? And then if we go all the way down the track, right, and we start looking for, you're gonna start to see certain individuals, all right, that are doing this more often than not. And what you might see. And if you download some of these calls in which I have, which is the reason why some of these guys aren't working here anymore, is you'll see that they're mouth breathing voicemails. Okay. So it's a really common tactic amongst agents or call center agents or SDRs, is to make their talk time seem higher by just mouth breathing straight. Mouth breathing straight into it. Right. So I don't know if this person's doing it, but like it's an awful lot. So what I'm going to do is download the core real right quick. All right, cool. So I've downloaded this call and I'm listening to it and it's blank. That's just a voicemail. Just a blank voicemail. Heavy breathing, heavy breathing into the cold. So what that does is it artificially inflates the amount of talk time. Okie dokie, let's have a look at another one, shall we? Big brain, your call has been forwarded to voicemail. The person you're trying to reach is not available. I bet they're not. Please record your message. When you have finished recording, you may hang up. See if he does anything. This big brain move. This is how you look like you work more than you do. All right, there you go. Doing absolutely right. So then what I would do is I would go through and filter by that agent and then I could see how many times they're doing that and then summarily fire that person or just kind of go back through and have a look at a couple other things as well. Right. That's a really good way to find some on behalf of of them. Another one is to take a disposition or like a call outcome, wherever it is, however it is you do it. I'm choosing my system because I have it right, is like requested more info and then doing that by duration. Like what you'll see is that like they're just people that are spending way too. Right. All right, cool. So we're gonna do. So what we're seeing here is we're seeing like seven days work, right? What we're looking is for a little bit of skullduggery right now what we can do is we can see if we can see one of our offenders from before, right? And we can see like there's all these different types of talking, right? So we've got the active calls. They did the actual active time. Ready time, preview time. Preview time is like what, like the lead pops beforehand and then like talk time, which is talking to leads. Dial time. We listen to a dial tone. So that's good. Like they have a 2 to 1 talk to dial ratio, which is like dial tone ratio, which is good. It means you're getting the most out of your stuff. And then this little number here, fascinating little number. So like the way that we have it set is like you get a certain amount of pre prepared admin time after a call, which is set by the business. Anyone on the dialer platform can just set that, right? Whether it's two minutes or whether it's 20 minutes, whatever, right? And so some people are going to like power through that because they want to get like maximum amount of stuff done, right? They're like killers. And you're like, yep, sweet. Some people are running out the clock. Okay, now 27 hours of work time, $850, 13 hours of after work time. Good talk time though. That person can clearly speak to people, right? But if I go to someone like, who's someone with like a stark contrast, okay, so here's someone else. 27 hours, very similar to this two hours. That's a lot less than 13. Me thinks someone wants to work harder. Look at this person. 32 hours and 2 hours. Significantly different, right? 18 hours, 19 minutes. Savage, right? Well done to that person or lady, whatever, right? So like you can see like, like this person 28 hours, 30 minutes. So if we take the top person who did 27 hours of work and $800 and this person that did 28 hours of work and 20 $500, and then I can like, right? And if I like want to go in and I want to like check the, you know, I can check the disposition by the person. I can see anyway. See all that stuff, right? Then what that means to me is that like that person ain't doing. And so what I'm gonna do is I'm gonna fire him. And these are what people do to think that they can do like big brain moves, right? They really do, right? So we take one of those, one of those people, right? And then we can like go down this way, okay? So we can go and we can say like, okay, well there's not many sets there for like the long calls. Like no disposition. She's shame is fishy. I'm just going to update that to request more info because it's definitely not a no disposition. This person's messing with our data, right? But it means like I can, I can see what they're, I can see what they're doing, right? We go for this period of time this way. No Serious intent, right? Like, I just don't think this person's trying very hard, if I'm perfectly honest. Fair few of these. DNC press more info. See, we're going down 10 minute calls. Request more info. Wrong timing. Request more info, man. Timing. Request more info. See, big brain stuff like this, these people are not, are not trying hard. And then we're going to get into the no contacts, the two minute long no contacts. Okay, well, they're either leaving very long voicemails or just mouth breathing like the other guy was. And so this is how they try and do big brain activities, right? And so what I would do is I would do a little bit more investigational. And then what I'm going to do is go through and summarily discipline that person because, like, I can see all that stuff and like, these are things that like big brain people try to do to like, not work. It's super common. I can see tons of different accounts and businesses, like it's close to 100 now that are on there. And I can see like what it looks like when someone's working. And what it looks like is that like the ratios make sense of like dial and talk time. And, and what they do is like, now that people like can't fake it anymore because, like, this is a very transparent system. But whatever system you have, like, if it's dials, like, they'll click through. I've seen it, like, I can see it on our system, but we can pick that up really easily. And so we had like, I alerted a couple managers and there was two people that were fired immediately, immediately for clicking through, like, word got out. Oh, you can't do that anymore. And then it's like, oh, man, they just want us to be on for hours. So then it's like, okay, cool. What I can do is I can set myself on ready and then I can like just have it hit voicemail and then I can end up doing 50 of my time doing nothing. So it's like, okay, cool. What we can do in the system is then go through, take that time and shorten it down. And then from there it's like, all right, cool. So, you know, they'll always find something, right? Lazy people be doing lazy things. But the key is like, you need to be able to find out these big stupid activities, these big brain activities that these people do in order to not work, right? Because like, you don't need that. You're not going to spend good money on leads, you know, just to have them not contacted because like people don't want to work, right? That's something you want to do. It's not something I want to do. And with that, guys, go find the big brand activities. Let me know down below or make sure you subscribe down below. You know, if you want to send me some sales calls and I'll do reviews like this, right? Where it's like, what is happening type things. And I'm going to keep looking through data. If I see crazy shit that people are doing, I'm going to alert you to it because I think it's funny. I think it's ridiculous. And now that I can see so much, I'm learning an awful lot myself. And enjoy. Goodbye.