The Key to Sales Success: Optimizing Rep's Daily Activities

But I think first and foremost it's like figure like what does a successful day look like for a rep? And so giving them like almost like blocking off different calendar chunks of this is when you make your calls. This is when you actually are scrubbing your accounts and prospecting and adding the right contacts into sequences and so they know exactly where to spend their time. But taking a step backwards, I'll say if you tell a rep to make 70 dials, guess what, they're going to make 70 and have a very hard stop at 70. And so eliminating like the, the what I'll call just like checking the box type of activities throughout the day and truly getting to a point where you have what I'll call an SDR sales equation and working backwards off of knowing what someone's quota is. But basically how many meetings do they need to schedule for that to happen, how many accounts need to go into a sequence for that to happen and truly defining what working account actually means.