I have an SDR team that qualifies leads and sends them to field based reps for a meeting with the customer. We use an "accepted" method where the field rep opens an opportunity in SFDC from the lead that the SDR sent after the meeting to qualify the lead as an opportunity. My question is, what's a good benchmark for the ratio of leads sent to leads accepted? 70%? 85%? I'm trying to assess why leads we send wouldn't be accepted and creating metrics to measure this at a rep level.
Posted by: Ed Porter
Posted: August 29th, 2016