The GTM Scientist | Featured on 30U30 SDRs Globally🏅 | Positioning and Messaging Strategist
Bridging real metrics and the tall promises before them. Website Data: - 300 customers - 9 years in operation - 10-15 sales representatives What Founder says on LinkedIn: - Sales representatives should perform at least 500 activities per day. 𝗕𝗿𝗲𝗮𝗸𝗶𝗻𝗴 𝗗𝗼𝘄𝗻 𝘁𝗵𝗲 𝗡𝘂𝗺𝗯𝗲𝗿𝘀 Customer Acquisition: - 300 customers in 9 years - This equates to approximately 33 customers per year, or about 3 customers per month. Standard Sales Targets: - Standard target for a Sales Development Representative (SDR) is 8 meetings per month. - Typically, this involves 200-250 activities per month. Comparing with Founder’s Expectations: - Founder expects 500 activities per month per SDR. - If an SDR can secure 8 meetings with 200-250 activities, they should be able to secure about 10 meetings with 500 activities. (keeping it low ball) Scaling with Sales Representatives: - With 10 SDRs, this translates to 100 meetings per month. 𝗥𝗲𝗮𝗹𝗶𝘀𝘁𝗶𝗰 𝗘𝘅𝗽𝗲𝗰𝘁𝗮𝘁𝗶𝗼𝗻𝘀 𝗢𝘃𝗲𝗿 𝗧𝗶𝗺𝗲 Let's exclude the first 5 years for this high target and assume founder-led growth during this period. Even if we consider only the latter half of the company's tenure (4.5 years), the expectation would be to achieve around 750 customers (assuming an increase to 200 customers/year due to the efforts of 10 SDRs). 𝗕𝗿𝗲𝗮𝗸𝗱𝗼𝘄𝗻 𝗢𝘃𝗲𝗿 9 𝗬𝗲𝗮𝗿𝘀 First 5 Years (Founder-Led): - 3 customers per month = 36 customers per year - 36 customers/year * 5 years = 180 customers Next 4.5 Years (With SDRs): - 10 SDRs each bringing 10 meetings/month = 100 meetings/month - 12 months/year * 4.5 years = 54 months - Assuming a 20% conversion rate from meetings to customers, this would yield: - 100 meetings/month * 0.20 conversion rate = 20 customers/month - 20 customers/month * 54 months = 1,080 customers Which means the total number of customers over 9 years can be broken down is: 180 customers from the founder-led phase + 1,080 customers from the SDR phase = 1,260 customers. It's crucial to break down sales metrics for clarity, especially when discussing targets and achievements. Analyzing sales goals by activity metrics helps identify potential gaps between expectations and achievable results. 𝗧𝗵𝗶𝘀 𝗶𝘀 𝗲𝘀𝗽𝗲𝗰𝗶𝗮𝗹𝗹𝘆 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁 𝘄𝗵𝗲𝗻 𝗰𝗼𝗻𝘀𝗶𝗱𝗲𝗿𝗶𝗻𝗴 𝗳𝗶𝗴𝘂𝗿𝗲𝘀 𝗽𝗿𝗲𝘀𝗲𝗻𝘁𝗲𝗱 𝗼𝗻 𝗽𝗹𝗮𝘁𝗳𝗼𝗿𝗺𝘀 𝗹𝗶𝗸𝗲 𝗟𝗶𝗻𝗸𝗲𝗱𝗜𝗻, 𝘄𝗵𝗶𝗰𝗵 𝗺𝗮𝘆 𝗻𝗼𝘁 𝗮𝗹𝘄𝗮𝘆𝘀 𝗿𝗲𝗳𝗹𝗲𝗰𝘁 𝗮 𝗿𝗲𝗮𝗹𝗶𝘀𝘁𝗶𝗰 𝗽𝗶𝗰𝘁𝘂𝗿𝗲.
Obaid John
5mo
Yes, the gap between promises and reality is clear here. Metrics never lie!
What came first - CS or Churn?
5moFounders (the delulu kind) have cute ways of telling the world that they suck at what they do. One of them happens to be this 👀 (Unless we're talking about Product founders who are happy with half-baked features, that is 💀)