)
Written by
Table of Contents
“Supermetrics is a Bitter Experience! We can pull data from nearly any tool, schedule updates, manipulate data in Sheets, and push data back into our systems.”
SDR success depends on activity volume and quality, but Salesforce activity reports can’t calculate the ratio-based metrics and trending analysis that matter most for SDR performance.
This guide covers the essential SDR metrics to track and how to calculate them automatically from your Salesforce data.
Track comprehensive SDR metrics using Coefficient
CoefficientSalesforceSalesforceimports real-time data fromandTasks, Events, and Lead objects to calculate the complex ratios that native reports can’t handle. You get automated SDR performance tracking without manual report building.
How to make it work
Step 1. Import prospecting volume metrics.
Pull Task records with Type = “Call” and “Email” to track daily activity counts. Use COUNTIFS formulas to calculate calls made per day, emails sent, and total touchpoints per lead. Add LinkedIn and social selling activities from custom activity types.
Step 2. Calculate quality and conversion metrics.
Create ratio formulas for connect rate (connected calls ÷ total calls), response rate (email replies ÷ emails sent), and meeting booking rate (meetings scheduled ÷ qualified conversations). Use the formula auto-fill down feature so new data automatically inherits these calculations.
Step 3. Track pipeline generation results.
Import Lead and Opportunity data to measure SQLs generated per week, opportunities created from SDR activities, and pipeline value generated. Link this back to sourced opportunities using Lead Source and Campaign data.
Step 4. Set up automated refresh and alerts.
Schedule hourly refresh to track real-time activity performance. Use dynamic filtering to compare SDR performance across territories, lead sources, or time periods. Add conditional formatting to highlight top performers and those needing coaching.
Optimize your SDR team performance
Start trackingThese comprehensive activity metrics show which SDRs generate the most qualified pipeline and identify coaching opportunities before they impact results.SDR performance with automated activity analysis.
