Bing Bial, MBA

Revenue Blind Spots Most Leaders Miss — #2 Most SDR Dashboards Reward the Wrong Behavior Most SDR dashboards look “data-driven.” They track: • Calls made • Emails sent • Touches per day • Meetings booked And leaders assume: “If activity is up, results will follow.” But activity metrics don’t measure progress. They measure motion. In many teams, dashboards unintentionally reward: • Speed over signal • Volume over relevance • Busy reps over effective ones The result? SDRs optimize for what’s visible, not what converts. Managers coach to numbers, not decisions. And pipeline quality quietly erodes. What actually drives outcomes happens between the metrics: • Which accounts get prioritized • Which personas get contacted first • Which messages earn replies • Which meetings convert downstream Most dashboards don’t show that. Actionable fix: Stop asking, “How much activity did we generate?” Start asking, “Which activities produced downstream impact?” A simple shift: • Track meetings → opportunities • Track opportunities → stage progression • Track which SDR actions correlate with real pipeline Dashboards shouldn’t motivate effort. They should surface decision quality. If your dashboard makes it easy to look busy but hard to see what’s working, it’s not helping you scale.

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You can’t fix your stagnant revenue problem with more sales incentives or a bigger revenue target. You’ll only see consistent, reliable growth when your team members are in sync, and that’s where RevOps comes in. Learn how to build a strong framework.

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Changing how we start discovery calls helped us double our average deal size. Here’s a super simple prompt to help you start your calls the same way: “I am a sales rep at [company]. I have an upcoming conversation with the [prospect title] at [prospect company]. I want to come prepared with a point of view. The point of view should include: - Company Focus Areas - Team Focus Areas The company focus areas and team focus areas should be related. The team focus areas should support the company focus areas. Each company focus area should tie back to a team focus area and vice versa. All focus areas should be based on recent news about the prospect's company. All focus areas should also be related to the value proposition of my company. Conduct sufficient research of my company and the prospect's company to ensure the point of view is specific and relevant. Return three bullet points for each focus area." This basic prompt will give you a good start. If you want to copy how I use AI in my org, I’ve taken my approach for: - PG Planning - Discovery Prep - Discovery Scoring - Deal Review/Coaching And built them into AI “skills” so my team can get instant application of my expertise without me in the room. What used to take hours of coaching is now available in seconds. My team loves using them, and now I hope to help many other sellers as well. Last week, I made these skills available to everyone here: https://lnkd.in/gJggnC3R

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Most CSMs wait too long to have the churn conversation. They see the warning signs. Usage drops. Meetings get canceled. Champions disappear. But they keep saying: “Let’s see how things develop.” Don’t. The best renewal conversations happen before the renewal conversation. Ask the hard question early: “If you had to make the renewal decision today, would you?” “I see that (X indicator) is happening which gives me concern that you aren’t seeing value, how would you justify a renewal down the road?” or “If you had to justify renewing us to your CFO today, what would you say?” “Are we actually delivering enough value for you to keep paying us?” The answer might hurt. But knowing early gives you something incredibly valuable: Time.

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A Hard Truth: Most Lists Aren’t Ready for Outbound If your calling output is weak, look at your list. If your meetings are low-quality, look at your list. If your connect rate is brutal, look at your list. SDRs get judged on activity and conversions — but they’re often handed data that sets them up to fail. A list is not “names to call.” A list is a strategy. Clean it. Segment it. Prioritize it. Then watch your team’s confidence — and results — rise instantly. Outbound is only as good as the foundation you build it on. #SalesOps #SDR #SalesDevelopment #LeadGeneration #OutboundSales

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