In the fast-paced world of sales development, Sales Development Representative (SDR) Managers are under constant pressure to hit goals. They must navigate a high-intensity landscape while simultaneously ensuring that their team is keeping up with the activity goals and performance outputs set by leadership. It's a lofty task and without data to manage the team's performance, the job is next to impossible. But by closely tracking key performance indicators (KPIs) and making data-driven decisions, SDR Managers can more effectively manage and optimize their outbound teams.
So where do SDR Managers get the data they need?
While several sales platforms offer analytics- like Orum for call data or Salesforce for meetings set, there's yet to be a solution that uses data to dive into true email performance- until now.
Enter the Regie.ai Manager Dashboard, a powerful email analytics dashboard designed to revolutionize the way SDR teams operate.
Built to deliver sales leaders a view into their team's activity like no other sales tool can, the Regie.ai Manager Dashboard bridges the gap between the analytical demands of Sales Development and the limited visibility into email performance restricting SDR Managers. While sales engagement platforms like Salesloft and Outreach can show you what is happening in your outbound sequencing, such as the number of emails sent and replies, they can't show you what is happening within the actual content being sent and how to improve that.
In this blog post, we explore how the Regie.ai Manager Dashboard provides our own SDR Manager at Regie.ai, Dyer Whitt, valuable insights and empowers them to optimize their team's performance.
Ready to take a peek at one of the many ways team Regie uses Regie.ai? Let's dive into some of the key features of the dashboard and highlight how Dyer utilizes them to drive success across their team.
Meet the Regie.ai Manager Dashboard
The Regie.ai Manager Dashboard acts as a central hub for reviewing and analyzing KPIs related to email outreach and is the only sales analytics tool built with personalization enablement for front-line reps in mind.
Team leads, from SDR Managers to Heads of Growth, need visibility into their team's email performance, and personalization efforts are often a reliable indicator of that performance. For example, personalization has been proven to drastically increase the response rate of emails, as those sending advanced personalized messages typically see an average response rate of 17% compared to a mere 7% without advanced personalization.
For the first time, SDR Managers have the tools they need to accurately gauge the level of personalization in their team’s manually sent emails and make adjustments accordingly – so those messages can reach their peak potential.
Instead of juggling multiple platforms to piece together a comprehensive view of email effectiveness, Regie.ai consolidates the essential metrics into one inclusive dashboard where SDR managers like Dyer can easily assess their team's progress in various areas.
The Manager Dashboard's reporting includes:
- A breakdown of Regie.ai feature usage to maximize your investment and indicate where your team needs extra support
- An email analyzer performance report to provide insight into the rep's fulfillment of email best practices
- A recommendation panel for actionable takeaways to implement into future emails
- An email leaderboard to affirm healthy emailing habits and congratulate top performers
- An email adjustment rate percentage of change between a sequence template and the sent email to illuminate how far reps are taking their manual email personalization
- A time spent writing emails counter to coach teams on investing the right level of effort in prospecting. For Dyer and their team, it's three minutes or less.
The Regie.ai Manager Dashboard is revolutionizing the world of sales management by allowing teams to analyze multiple components of email success.
Are Your SDRs Using Their Tools to Their Full Potential?
To begin Dyer uses the Manager Dashboard to report on team utilization of the Regie.ai Chrome extension, which allows SDRs to personalize one to one emails in minutes, while also accessing guideposts on email best practices and their Regie.ai CMS and AI toolkit straight from their inboxes.
Utilizing the Chrome extension gives reps the extra support they need to write emails with impact This view helps Dyer understand what's most useful about the Chrome extension and where their team can improve their feature usage. This reporting also allows Regie.ai customers to maximize their investment while understanding its adoption across their team.
Download the free Regie.ai Chrome Extension and get better insight into your team's personalized email performance.
Reviewing SDR KPIs
With the Manager Dashboard at their disposal, Dyer gains a comprehensive and accurate overview of their team's activity. This powerful view provides real-time insights and visualizations into KPIs specifically related to email outreach.
Dyer can track unique rep-level or team-level metrics such as the number of emails analyzed, average email personalization score, and even time spent writing emails, enabling them to assess team performance and identify areas for improvement in line with their goals.
"Outreach keeps tabs on how many emails are being opened and replied to, but it doesn't give you a deeper understanding of why that activity is happening. I may be able to unearth that data from Outreach with a bit of elbow grease, but I don't have time, so there's no way an SDR Manager at an enterprise company with 8-10 reps on their team does. There's no way you're going to be able to go through all these emails eight different times, through eight different views, to figure out what's going on. Plus, if your SDR team is top-notch and churning out 20 messages daily, the numbers become even more impossible."
By leveraging these data-driven insights, Dyer can make informed decisions around their personalization strategy and effectively coach their team members for enhanced impact.
Now let's take a deeper look at the type of insights the dashboard has to offer.
Unique Prospect Insights
In comparison to other systems, the Manager Dashboard provides unparalleled insight. One testament to the depth of the dashboard's insights is its ability to evaluate email personalization levels.
This unique feature allows SDR Managers like Dyer to track how many new prospects are added to sequence each day, as personalization is an indication of an initial prospecting email.
"We have a goal for each day: a certain number of prospects added to our email sequences. And between our reps, the number should be somewhat congruent - if one SDR sent 36 personalized emails, another sent 19, and another 15, that suggests some emails were sitting in the pipeline from the day prior, and I wouldn't know that without the dashboard."
Dyer monitors the number of prospects added to sequence to ensure there's alignment between team goals and team performance, as well as to gain a deeper understanding of individual rep performance.
"A big mistake a rep can make is striving for a specific quota by adding too many prospects at once without actually personalizing all the emails. This is where Regie's dashboard really sets itself apart; Outreach will only tell you the total quantity of emails sent, but when I'm looking at prospects added I don't care about that. I don't want to know how many bump emails were sent; I want to identify how many prospects we have in play and with Regie.ai I can because the dashboard tracks personalization."
Regie.ai empowers managers like Dyer to understand exactly how many unique prospects are engaged each day, an insight that was impossible to obtain before using the dashboard. Knowing the number of new prospects in sequence helps Dyer ensure that the team is working efficiently toward their goals, while also monitoring the quality of the team's emails and personalization efforts.
Daily Shoutouts and the Hype Train
"There's a reason why almost every sales team starts their day with shoutouts. Because they're trying to incentivize good behaviors."
Many sales managers find it difficult to consolidate and assess email performance every week, let alone daily.
The Manager Dashboard makes it easy to monitor and communicate day-to-day performance with no fuss. Cut out the time-consuming process of individually checking emails or flipping through browser tabs. Instead, use a streamlined dashboard design to have all your daily data right in front of you - perfect for morning briefings or evening summaries.
"I like to shout out our numbers at the end of the day or first thing in the morning. I call this the hype train. So I'll look at the leaderboard and I'll shout out our team's total number of emails analyzed and the top three SDRs with the most emails sent. Then I'll do the same for individual and team personalization scores. Today our score was above 95 and that's a really great team win that deserves to be showcased."
Dyer starts the day by reviewing the previous day's performance metrics. They share the total number of analyzed emails and highlight individual achievements within the team. Whenever they need a broader view of performance, Dyer can also change the Manager Dashboard's filters to populate data for time spans greater than the last 24 hours.
Gamification and Healthy Competition
"By displaying scores and metrics, the dashboard incentivizes the team to achieve higher scores, which can only be done through email optimization."
It's not only Dyer using the Manager Dashboard or checking its leaderboard - reps can also access it to review and monitor their individual scores, as well as the scores of their team members. This feature encourages Dyer's team to aim for higher scores and improve their email performance, introducing a gamification aspect to the process of enhancing their outreach efforts.
Dyer has noticed that by implementing this gamified approach, SDRs become more conscious of the quality of their emails and actively strive to enhance readability, personalization, and other vital elements that contribute to higher response rates.
"By laying out the numbers, it's easier for a rep to recognize patterns or habits that have impacted them long-term. If a rep consistently sends emails with a poor I:You ratio, after the third week of doing this they'll probably take it upon themselves to make a change. It might not happen overnight, but when you're sending 100 emails a day, it doesn't take long before you see the payoff of the optimization. And that feels good too, so now the rep is incentivized to push their scores higher and higher. For most sales reps, gaining this level of insight is a major victory. As time goes on, they become more and more focused on optimizing their approach - to the point where old habits actually turn into new behavior. It's influential - the gamification aspect."
The team has already seen increases in their scores. Last month their average personalization score was 87 percent. Today it's 95 percent. The team's average time per email has also dropped from five minutes to three and a half, putting them thirty seconds away from their goal. In turn, their efficient email writing has also led to the ability to add more prospects to sequence each day, allowing Dyer to increase that goal as well.
Dyer attributes these wins to the healthy competition the dashboard introduces and to the coaching opportunities it introduces. For more on how the dashboard enables Dyer to spot areas for improvement, keep reading.
Identifying Improvement Areas and Coaching Opportunities
One of the standout byproducts of the Manager Dashboard is its ability to unlock one-to-one coaching opportunities, as well as trends across the team, that would otherwise go unnoticed. By leveraging the dashboard's analytics and performance data, Dyer can identify areas of improvement for each team member and provide targeted guidance to enhance their sales skills.
Before using the Manager Dashboard, Dyer struggled to identify email behavior to idolize. They could see that Rep A was getting replies while Rep B wasn't, but there wasn't an efficient way for Dyer to drill down and understand why.
Now Dyer can pinpoint areas for improvement and swiftly address them before they have any long-term effect on engagement rates.
"I know when I have a big coaching moment with a rep. Maybe they sent a lot of emails, but they're not the kind of emails we're looking for. I can catch something like that in a day, instead of an entire week or entire month. That's the difference between great engagement and poor engagement. I have an opportunity to course correct that I don't have with my other sales development tools like Outreach."
Dyer's process for identifying problem spots is two-fold. Since the dashboard analyzes emails for common pitfalls such as lengthy subject lines, wordy email content, and poor readability, it's able to provide a panel of recommendations at both the team and rep levels. Dyer uses those recommendations to monitor how well the team is adhering to best practices and set goals that are current and relevant.
These insights can be filtered by custom date range and Workspace, allowing Dyer to drill down to exactly the slice of data they need:
Thanks to the dashboard's capacity to monitor and evaluate each person's progress, Dyer can detect trends in their team even before they become obvious. This has enabled goal setting, coaching strategies and even team huddles that are far more precise, relevant and successful for everyone involved.
"I'm constantly assessing for areas we can improve. After utilizing the dashboard, one statistic that jumped out was our email readability. We were finding that nearly half the time reps weren't optimizing for readability, which is way too frequent. As soon as we began to prioritize this aspect of communication, we started getting more replies."
The dashboard also allows Dyer to observe optimization opportunities at the content level by offering a granular view of individual emails. Dyer can analyze each rep's performance by looking at their Email Breakdown board for a quick assessment of email effectiveness or dive deeper by clicking into an individual message.
"I'm using the dashboard to look at individual performance and team performance, but I'm also using it to spot-check emails for quality. Just a simple spot check where I'm not looking for anything in particular. Then I might find something like repeated use of the same subject line and that tells me I need to remind the team to use the subject line generator. Or maybe I see a few emails that took five minutes to complete. Now I know to ask why. Why did the rep need to spend this amount of time? So I'll spot-check for trends and since I've been able to do that our goals have more accurately reflected where we're at and our performance has risen to meet them."
Dyer dedicates the time the dashboard saves them to spot-checking emails because they know that providing personalized coaching is a proven way to further enhance SDR performance.
"It's cumbersome to search for potential problem areas and spot-check my team's emails in Outreach. It's a whole process of adjusting filters and opening new tabs - completely throwing off my ability to efficiently check my team's emails. It can't be done from one window either. And, I wouldn't even be able to see what was wrong with the email. On the surface, it may seem fine to me, but something like its readability could be off. Say I see an email using the term “self-generated pipeline.” That makes sense from my perspective but maybe it doesn't to the prospect. The Regie.ai Dashboard alerts me about something like this and would recommend using plain English, while Outreach wouldn't detect it at all. I use both platforms because Outreach tells me that my team is emailing, but Regie.ai tells me what my team is emailing."
When SDR leaders like Dyer are empowered to identify areas for improvement on a per-email basis, they can provide even more effective coaching to their teams. Examining the rep-level insights, Dyer explores the analytics and visualizations to assess factors such as time management, personalization, and relevancy. Moreover, by conducting a review of a sample of emails, Dyer introduces an additional dimension to the team's improvement practices.
Another difference between Regie.ai and other analytic solutions? The ability to measure the use of the Regie.ai Content Library. Dyer plans to use the dashboard to understand how their reps are using collateral, including which pieces of collateral are used, how often they're used, for which prospects and where.
"I want to start making sure that they're using the content library appropriately. Think about how many times has a company invested in CMS platforms and they never get used by the sales team. Regie.ai has a [built in] CMS and I want our team to use it. And I can make that happen because the dashboard allows me to see the follow-through."
Dyer's latest initiative will introduce a new dimension of personalization to prospects. Tracking the collateral will also create a system for gauging which materials draw the most attention that the marketing team can then use to fine-tune their content pool. The fresh data will come with benefits across the board for sales, marketing, and prospective buyers.
What's Next for Dyer and The Dashboard
Before using the dashboard Dyer wasn't able to monitor the team's:
- Email optimization
- Time-spent writing emails
- Email percent change
- Areas of impact
- Coachable moments
- Goal accuracy
- Feature usage
- Bad emailing habits
In many ways, team-wide email optimization at this level was impossible. But when a simple-to-use dashboard made gathering insights not only possible but efficient, Dyer was no longer bogged down by the gap between performance and data.
Now Dyer is preparing a team-wide initiative to leverage more collateral in emails to improve follow-up email impact.
"Unlike an initial outbound sequence where you structure it by persona, you can't really have a different follow-up sequence for each persona because it becomes too complex. So what we want to do instead is leverage follow-up sequences with a manual first-touch email. And in that email is also collateral that's custom to the prospect, who is likely to read it or view it, because they're already engaged. This brings personalization to follow-ups and I can't wait to see how our team runs with it."
Overall, the Regie.ai Manager Dashboard provides Dyer with valuable insights into team performance, email effectiveness, and areas for coaching and improvement. It enables them to make data-driven decisions, optimize outreach strategies, and drive better results for their front-line team.
Every business is looking for improved efficiency, increased revenue, and a competitive edge in the market. The Manager Dashboard is the piece that brings it all together. It's providing metrics that SDR Managers like Dyer can't get anywhere else.
To see the Manager Dashboard and the other features that make up the Regie.ai platform, chat with our team today.
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