The Dangers of Waterfalling

Opt In | Ep. 16

Picking the right goals and KPIs for your SDR team isn’t easy.

You have a lot of variables to consider – your TAM, the technology you provide your team, historic conversion rates…we could go on and on.

Point is, all these variables can really muddy up the math of sales. And it means that your KPIs aren’t perfectly scalable in the way that math is.

So when teams start backward waterfalling based on conversion rates and only conversion rates, they run into one of the common sales myths:

Doubling your activity does not double your conversions.

Managing a team means, above all else, you’re managing the people on that team. You’re not managing a dashboard. And when you treat the reps on your team like numbers instead of people, you start to see the consequences.

Opt In to setting smart goals and treating your team like people, not numbers.