From forecasting revenue for senior leadership to setting targets that motivate your reps, experienced sales leaders know the road to success is paved with numbers. Without well-defined, easy-to-measure metrics, it’s difficult to define goals, set realistic expectations, and illuminate a path forward.
Obtaining those numbers with messy CRM data only serves to muddy the waters. Furthermore, traditional forms of measurement, like pipeline and probability to close percentage are so subjective that predicting your quota attainment continues to be difficult.
There is a much better way to predict your revenue regardless of how your SDR teams are structured. [Research Paper by Kronologic]