Pearl (dental AI leaders) are on a mission to energise and align their sales team. They’re making lots of big changes to make this a success, including moving back to the office and implementing TV dashboards for their Sales Development Representative (SDR) team. We chatted with Matt Dubois, Director of SDRs to find out what impact this has had on productivity.
When Matt joined Pearl around five months ago they were in the process of moving all SDRs back to the office to bring energy and enthusiasm for this hard working team, many of whom were new to the business.
With a short sales cycle, the team needs to be constantly generating demo appointments for their Sales Executives to maintain a healthy pipeline. It’s key that SDRs are motivated for the outreach at hand.
In the new office space, Matt knew he wanted TVs to share live KPIs. He knew that having the SDR activity data up there for everyone to see was a way for him to boost friendly competition.
The idea now we're in-office with TVs on the walls was to have something driving competitiveness. Also as a leader, at a glance, I wanted to look up and see exactly where we are.
Pearl uses HubSpot as their CRM. But the thought of setting up a TV dashboard using HubSpot was too time consuming for Matt and wouldn’t update frequently enough.
Here’s where Geckoboard comes in.
Matt was able to quickly spin up a dashboard of their most important KPIs within minutes.
It's just automatically doing everything that I wanted to share. It probably saved me a week’s worth of tinkering around with HubSpot.
They’re using dashboards to highlight a leaderboard of dials for the day, number of demos booked by each SDR and as a whole team, their average Monthly Recurring Revenue (MRR) and monthly revenue leaders.
Moving to an office environment and making these KPIs easily available to the whole team has had an immediate and significant impact on team productivity.
We started to see the effort metrics go up and with this, we’ve also seen outputs increase too. More than anything, we’ve seen excitement.
The dashboards allow us to give ourselves small milestones to hit and celebrate. They make performance super visible. Everyone knows exactly where they're at.
If you’re thinking about implementing dashboards for your SDR team but worry about how it’ll affect the team on those harder days, Matt has found that openly sharing the data there helps too.
Sharing performance data on dashboards makes the highs and the excitement much higher because we're fully transparent and everyone sees everything. But then the lows are a little less low because, you know that someone's watching your number, whether that's the COO with it on his TV at home or everyone else in the office. It motivates you to keep pushing and you have your teammates around to help pick you up.
Want to try an SDR dashboard for your team? Sign up for a 14-day free trial with Geckoboard, connect HubSpot, Salesforce, Aircall, Pipedrive, and over 90+ data sources to get started.
