How Poor Outbound Performance Management Will Affect Revenue in 2023 (Part 1/2)

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 break it down.

In this episode, Jake covers:

• Last year, I did several polls around this, and the lowest result we ever got was 71% of people saying their team missed their outbound number.
• This is not going to be the easiest year. We're going to have to get creative, and we're going to have to deal with things in outbound that we should have dealt with years ago.
• We haven't adapted our tracking in response to the introduction of LinkedIn and "untrackable" activities.
• If we are pumping hundreds of thousands of data points through a system, why aren't we optimizing it every week?
• If your team does not think about outbound as an ongoing performance management optimization activity, it will not be successful in 2023.

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