A sales strategy breakdown on converting leads and managing SDR performance. The speaker covers contact rates, call volumes, and lead handling tactics to boost conversion. Specific metrics and optimization techniques for closing more deals.
I'm going to break it down for you guys and give you a little bit of help. What we want to do is achieve the highest possible lead to set. Around 30% is a great north star for a lot of businesses. Now, your contact rate is different. That's how many people you speak to. Okay, you might speak to 60, 70% of the people, but it doesn't mean that they're all fit to go through all the way through to a sales call. A lot of people I see are like 2, 3, 4, 5%. It's pretty sad, to be honest, and a very expensive way of doing things, if you ask me. But if I gave you, as you're my setter, 25,000 leads for the month, you would produce me the exact same amount of sale as if I gave you 250,000 leads for the month. You can only handle so many people. You just can't do it. The ratio that I work off in my call center is 45 new leads per day for one SDR. We're getting like 20, 25% pickup rates. I'll put a little screenshot up here. If you're a good SDR, you're going to be getting at least 70% of those people having a conversation with you. So let's say you $300 in a day, right? Then you are going to be having a lot of phone calls.
