Key KPIs
- Reachability (% of leads contacted)
- Call duration (median)
- Appointment/Deal conversion
- Cost per contact/appointment/deal
Analytics Approach
1. Define Goals & Thresholds
Set target values per segment (e.g., reachability 35–55%). Use internal baselines and external benchmarks.
2. Create Cohorts
Compare time windows, script variants, target groups, and assistant voices.
3. Decide & Iterate
Allocate volume to the best-performing combinations.
Benchmarks & Studies
Brief Study: KPIs & Benchmarks
- Data basis: Bridge Group SDR reports, HubSpot/Gong benchmarks
- Key points:
- Track funnel-wide: Connect → Meeting → Opportunity → Win; optimize at each stage
- Cohort analyses reduce spurious correlations (e.g., time window vs. script)
- Limitations: Benchmarks vary significantly by industry/ACV
Regularly export campaign data and document changes (changelog) to accurately attribute effects.
