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Cold calling remains one of the most effective go-to-market strategies for driving pipeline. While some argue that achieving ROI with a Sales Development Representative (SDR) channel requires a deal size of over AU$20,000 due to the associated costs, we’re proving otherwise.
At Firmable, we’ve found that with a high-quality SDR team, excellent data, and a strong product-market fit, you can achieve high velocity and profitability with deal sizes as low as $6,000 to $10,000.
By focusing on efficiency, our SDR team consistently achieves 22% connect rates, compared to the industry average of just 5%, and delivers AU$160,000 in pipeline per rep monthly. These metrics demonstrate that exceptional cold-calling performance is possible when you optimise your strategy and leverage the right tools.
Cold calling remains a powerful tool for sales teams, as email and digital outreach become saturated. With inboxes flooded by automated messages, a direct phone call cuts through the noise, offering a personal and immediate connection that stands out. However, today’s prospects are highly protective of their personal information, especially on mobile.
In Australia, compliance with the Do Not Call (DNC) Register is non-negotiable. SDRs need tools, like Firmable, that combine accurate mobile numbers with built-in DNC compliance to ensure effective and lawful outreach. For more information on Australian data regulations visit our blog post on Data privacy and compliance in B2B sales and marketing.
If you’re not tracking your SDR team’s performance, how can you know how effective they are?
Without the right metrics, it’s difficult to assess where your team excels or where improvements are needed.
To truly understand and optimise your cold-calling efforts, it’s essential to measure key metrics that impact conversion rates and pipeline generation.
Some of the critical metrics to track include:
Tracking these metrics is essential for understanding the effectiveness of your SDR team. If you can’t measure these, it’s impossible to optimise.
At Firmable, our SDR team consistently tracks and reports on these KPIs which, along with great contact data, results in impressive 22% connect rates, far above the industry average of 5%. This data-driven approach allows us to fine-tune our strategies, improve team performance, and ultimately drive higher revenue growth.
Firmable Monthly SDR Metric Report
Without this level of insight, you’re missing out on opportunities to scale and refine your outreach efforts.
Are you tracking these key metrics? If not, now’s the time to start.
While tracking SDR metrics is critical for optimising team performance, it’s equally important to translate these numbers into outcomes that resonate with your C-suite. Senior leadership needs to understand how the SDR team’s efforts directly contribute to broader business goals, making it easier to validate cold calling as a valuable channel and secure ongoing investment.
Here are the key outcomes we measure and communicate to the Firmable exec team:
By focusing on these outcomes, you can tie SDR activities to business success, ensuring the team’s contributions are recognised and supported at the executive level. With clear line of sight between SDR performance outcomes and strategic goals, executives can make informed decision about resourcing and expanding the channel.
At Firmable, our SDR function stands out due to our combination of high-quality data, tailored ICP targeting, and disciplined process tracking. Here’s what we’ve learned:
To help you replicate our success, we’re sharing our cold call tracker, a downloadable spreadsheet to monitor your SDR team’s performance. Use it to track call volumes, connection rates, and pipeline generated.
Download monthly SDR call tracker
If you’re keen to try Firmable’s data solutions to empower your outbound sales efforts and achieve measurable growth, start your free trial today and see the difference.
Download our Monthly SDR Call Tracker, a ready-to-use spreadsheet designed to monitor call volumes, connection rates, and pipeline performance. Start replicating proven success today!
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