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SEASON 2 EPISODE 7

How to Calculate Activity & Meetings You Need to Self-Source to Make Up the Difference

Calculating the No. of Meetings You Need to 01 Self - Source as an AE to Hit Quota

Calculating the Quantity of Activity AND Channel to 02 Send it Through, That Will Get You to Surpass Quota 01 Calculating No. of Meetings You Need to Self - Source to Hit Quota P1: CALCULATING EXPECTED ARR FROM INBOUND “BDR”…

ACTION EXAMPLE

Calculate the Average Amount of Meetings That You’ve 5 01 Received from INBOUND BDR Per Month

Calculate the Average Conversion Rates from 30% (.3) 02 “Initial Discovery Call” into Closed - Won Deals

Calculate Average ACV Per Deal $15,000 03 When is a better time to call?

Multiply #1 X #2 X #3 to Get #4 (Total Amount of ARR You 5 X .3 X 15K =

04 Can Expect from INBOUND BDR, Based on History) $22,500 P2: CALCULATING EXPECTED ARR FROM OUTBOUND “SDR”…

ACTION EXAMPLE

Calculate the Average Amount of Meetings That You’ve 10 05 Received from OUTBOUND BDR Per Month

Calculate the Average Conversion Rates from 12% (.12) 06 “Initial Discovery Call” into Closed - Won Deals

Calculate Average ACV Per Deal $30,000 07 When is a better time to call?

Multiply #5 X #6 X #7 to Get #8 (Total Amount of ARR 10 X .12 X 30K =

08 You Can Expect from OUTBOUND SDR, Based on History) $36,000 P3: CALCULATING MTGS YOU NEED TO SELF SOURCE…

ACTION EXAMPLE 09 Input Total Bag Per Month $100k

Subtract #4 (Expected INBOUND ARR) AND Subtract #8 (Expected 100k - 22.5k - 36k 10 OUTBOUND ARR) to Get Amount of ARR You Need to Self-Source = 41,500

Divide #10 (ARR You Need to Self-Source) by #7 (Avg. ACV Per Deal $41.5k/30k = 11 for OUTBOUND SDR) to get #11 (No.When of isDeals a better You timeNeed to to call? Close) 1.383

Divide #11 (No. of Closed-Won Deals Needed) by #6 (Avg. 1.383/.12 = Conversion Rate of OUTBOUND SDR) to get #12 (No. of 11.52 Mtgs. 12 Meetings You Need to Self-Source to Hit Quota, Based on Data 02 Calculating the Volume of Activity (& CHANNEL to Send it Through) to Surpass Quota! P1: CALCULATING ACTIVITY LEVELS FOR BEST REPS…

ACTION EMAIL PHONE LINKEDIN Study TOP BDR You Want to Emulate, & 15 13 Input No. of Mtgs. They Sourced Per Month month month on average Calculate Raw Meeting No. Booked Per Medium 6 6 2 14 (ONLY for the Mediums you Plan on Using)

Divide #14 (Mtgs. Per Medium) by #13 (Total Mtgs. 6/15= 6/15= 3/15= 15 Booked) to Get #15 (% Booked PerWhen Medium) is a better time40% to call? 40% 20%

Calculate Average Activity Metric for 30 X 19= 52 X 19= 15 X 19= 16 the Rep- Per Medium, Per Month 570 988 285 P2: CALCULATING SELF-SOURCE ACTIVITY TYPE TO GET TO QUOTA… ACTION EMAIL PHONE LINKEDIN Divide #16 (Total Activity/Month) by #14 (Mtg. No. 570/6= 988/6= 285/3= 17 /Medium) to Get #17 (Avg. Activity/Booked Mtg.) 95 164.67 95

ASSUME Matched Conversion to the 18 SDR & Percentage of Book/Medium. Multiply #12 (Total Mtgs. Needed) by #15 (% book 11.52X.4= 11.52X.4= 11.52X.2= 19 Per Medium) to Get #19 (Mtgs. NeededWhen / Medium) is a better time4.61 to call? 4.61 2.3 4.61 X 95= 4.61 X 164.67= 2.3 X 95= Multiply #19 (Mtgs. Needed/Medium) by #17 (Activity 759.12 20 Needed/Mtg) to Get #20 (Activity Needed/Month) 437.95 218.5 P3: CALCULATING “SS” ACTIVITY COUNT TO GET TO QUOTA… ACTION EMAIL PHONE LINKEDIN

Divide #20 (Activity Needed/Month) by #19 (Work 437.95/19 759.12/19 218.5/19 21 Days/Month) to Get #21 (Daily Activity Needed) =23.05 =39.95 =11.5

Multiply #21 by 1.2, to Add 20% to ENSURE 23.05 X1.2 39.95 X1.2 11.5 X1.2 22 You Crush Quota, and Go the Extra Mile :) = 27.66 = 47.94 = 13.8

23 TOTAL ACTIVITY NEEDED PER DAY 28 48 14 IN SUMMARY… ﬂipthescript.co

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