An SDR team that books meetings which do not become opportunities usually has a qualification problem, not an effort problem. The team is rewarded for activity or meetings booked, so that is what it produces. Fixing it means changing the standard, the measure and the coaching.
Teams are set up quickly, measured on what is easy to count, and managed by someone who was promoted for being a good SDR. Without a written qualification standard, every rep and every salesperson holds a different view of what qualified means.
A four to six week rescue. We audit calls, cadences, data and handovers. We write the qualification standard with sales leadership and embed it using a recognised methodology such as MEDDIC or Challenger. We reset targets around opportunities accepted by sales, and install a weekly coaching routine that managers can keep running.
This approach produced a 47% improvement in lead-to-opportunity conversion at an international managed services provider.
The Commercial Diagnostic shows where opportunity is lost and what it would take to fix.
See the Commercial DiagnosticOpportunities accepted by sales, and the pipeline value those opportunities create. Activity and meetings are useful diagnostics for a manager. They should not be the target.
With a structured onboarding programme, a competent hire should be producing accepted opportunities within eight to twelve weeks in most B2B markets.
Thirty minutes, no slides. You describe the problem, we tell you whether it is one we fix. If it is not, we will say so and point you somewhere better.