SDR Productivity Metrics
All SDR performance calculations and formulas.
Achievement Percentage
For each metric:
Achievement % = (Actual / Target) × 100Color Thresholds
| Achievement | Color | Status |
|---|---|---|
| Under 50% | Red | Behind |
| 50-80% | Yellow | On track |
| 80-99% | Blue | Nearly there |
| 100%+ | Green | Goal achieved |
Overall Score
Overall % = (Leads% + Outreach% + Engagements% + Meetings% + Conversions%) / 5Each metric weighted equally at 20%.
Pro-rated Targets
Targets auto-adjust for the selected period:
Pro-rated Target = Monthly Target × (Working Days in Period / 22)Constants
- Working days per month: 22
- Working days per week: 5
- Weeks per month: ~4
Example
Monthly meeting target: 20 Viewing 11 working days: 20 × (11/22) = 10 meetings
Conversion Funnel Rates
| Rate | Formula |
|---|---|
| Leads → Outreach | (Outreach / Leads) × 100% |
| Outreach → Engagement | (Engagements / Outreach) × 100% |
| Engagement → Meeting | (Meetings / Engagements) × 100% |
| Meeting → Conversion | (Conversions / Meetings) × 100% |
Trend Calculation
Trend % = ((Current Period Overall - Previous Period Overall) / Previous Period Overall) × 100| Result | Display |
|---|---|
| Positive | Green ↑ |
| Negative | Red ↓ |
| Zero | Gray → |
Leaderboard Ranking
Team members ranked by Overall Score:
- Calculate overall % for each SDR
- Sort descending
- Assign ranks (1st, 2nd, 3rd, etc.)
- Ties resolved by secondary metrics
Personal Performance Weights
For the Your Performance card:
Personal Overall = (Meetings × 0.40) + (Leads × 0.30) + (Outreach × 0.20) + (Engagements × 0.10)Meetings weighted highest as primary output metric.