How Poor Outbound Performance Management Will Affect Revenue in 2023 Continued… (Part 2/2 - The Dream Team)

The Jake Dunlap Show

This is Part 1 of 2 where Jake gives an introduction to the concept of Outbound Performance Management: what it is, why it’s important for sales and revenue leaders in 2023, and how to build the outbound performance management dream team.

"Quick analogy for you. If Marketing spends $100K a month on ads, they will use 15-20% of that budget to optimize performance. At the same time, we're spending $100K on SDRs and only spending $4,000 or $5,000 a month on optimizing outbound performance. Why?"

This is why this topic is important. Let’s get into Part 2.

In this episode, Jake covers:

• The types of data points that we're looking at (in tools like Outreach and Salesloft) are the highest-performing sequence, overall positive-reply sequence performance, highest-converting touchpoint, and highest-performing content. But unfortunately, today, it's still manual.
• One of the most important things for us to change is mindset. Outbound is an ongoing optimization process. It is never a campaign. It is never a sprint or rebrand over six months, and then we're done.
• Don't just look at what's performing now. Think about where the economy is headed, where your industry is headed, and start to put in place contingency sequences.
• The role of an SDR leader is evolving. If your org isn't hiring an agency to help you or a full-time person, then it's your job. You have to turn into your own performance person and look at setting up the data in the right way.
• This process should be 100% collaborative.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com: https://skaled.com/insights/outbound-performance-management-increase-revenue-2023/

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake:

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/