Pearl’s SDRs can now see exactly where they stand throughout the day. Live dashboards help the team stay focused on the activity that keeps the sales pipeline moving, while giving them more opportunities to celebrate progress together.
Pearl develops AI solutions for the dental industry. When Matt Dubois joined as Director of SDRs, the company was bringing its SDR team back into the office. Many of the team were new to the business, and Matt wanted to create an energetic environment where everyone could work toward shared goals.
With a short sales cycle, Pearl’s SDRs need to generate a steady flow of demo appointments for Sales Executives. Keeping that activity consistent is essential to maintaining a healthy pipeline.
Making daily progress visible
Matt wanted the team’s most important metrics displayed on TVs around the office. This would give SDRs a live view of their progress and help him understand performance at a glance.
Pearl uses HubSpot as its CRM, but building a TV dashboard directly in HubSpot would’ve taken time and wouldn’t have given Matt the frequent updates he wanted.
With Geckoboard, he could quickly connect Pearl’s HubSpot data and build a dashboard around the metrics that matter to the team.
The dashboards show daily dials, demos booked by each SDR and the wider team, average monthly recurring revenue, and monthly revenue leaders.
More activity and more demos
Making these metrics visible had an immediate effect. SDRs increased the effort they were putting in, and Pearl saw outputs rise alongside it.
“We started to see the effort metrics go up and with this, we’ve also seen outputs increase too. More than anything, we’ve seen excitement.”
The team can see how its activity contributes to the wider sales pipeline throughout the day. SDRs don’t have to wait for a meeting or report to find out whether they’re on track, and Matt can spot when the team needs support while there’s still time to respond.
Turning targets into milestones
The dashboards break bigger goals into progress the team can see and celebrate during the day. That helps keep momentum high and gives SDRs a clear sense of how they’re performing.
“The dashboards allow us to give ourselves small milestones to hit and celebrate. They make performance super visible. Everyone knows exactly where they’re at.”
The leaderboards also bring friendly competition into the team’s working day. Because everyone can see both individual and team performance, achievements are recognized as they happen.
Visibility that brings the team together
Live performance data isn’t only valuable when the team is having a strong day. Matt has found that shared visibility also helps SDRs support each other when things are more difficult.
Everyone can see where the team stands, keep pushing toward the same goals, and help teammates who need an extra lift. Performance is something the team can respond to together rather than something that’s revealed after the opportunity to influence it has passed.
For Matt, the dashboards provide a clear view of the activity driving Pearl’s pipeline. For the SDRs, they make progress visible, give achievements more energy, and help everyone stay focused on the next milestone.
See how Geckoboard helps Sales teams stay on target with live HubSpot data
