If you lead a Sales Development team, or are in Marketing and deliver them leads, I'm sure you've been involved in debates about how many times a rep should attempt to reach a prospect.

You have a process. But are you able to accurately track it in Salesforce?  

For years, I've been tweaking reports trying to get an accurate picture and I think I've finally buttoned it up. Here's how you can too: (you might want to involve your Salesforce Admin)

Step 1 - Choose the right report

For most orgs, Activities with Leads will be the best report type.

Step 2 – Focus on a subset of leads

If you include leads that your reps are currently calling, it will skew your numbers. Similarly, you don't want leads your SDRs have disqualified without ever attempting (competitors, students, cartoon characters, etc.).

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What happens when your top rep gives notice? Or an A-player goes on maternity leave? Or that amazing candidate takes another offer?

Turnover and open territories are a sales reality. They also take a big bite out of your revenue.

The other day, I was talking to a SaaS VP of Sales with a team of 34 closing reps. Internally, she was facing 28% attrition (both voluntary and not). Externally, a tough hiring market made positions harder and harder to fill.

She told me filling open spots was like a never ending game of whack-a-mole and put her ability to make the number at risk.

I offered this: Ranger Reps to the rescue

A Ranger Rep is a seasoned, organized, and team-oriented rep who thrives on change and challenge. 

Their mission is to help the team hit the group number by flattening the dips that come from losing reps. Ranger Reps are there to cover (and sell!) in your open territories.

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