Measuring Cadence Effectiveness

I work in the entertianment industry, which allows for my predetermined cadences to be a little more fluid. If a big event is coming up and we don’t have something prescheduled my reps know they need to add an additional step in their process. They know to do this by overcommunicating our top goals for our seasons. 

Some events are just that, an event, but some other events can be larger in terms of opponents or impact on the season. 

Overall, I see success by communicating the goals we have in place and allow them to feel empowered ot make the necessary adjustments to achieve those goals.

Hi @AUdurhamlane,

I support a number of Salesloft customers with SDR use cases and wanted to share what some are doing to create more buy-in with Cadence Performance. To sum it up, its starts with creating a Cadence Committee -- a group made up of RevOps, Sales Leadership, Marketing, and individual contributors -- to meet regularly and review Cadence Performance (and content) against goals of your cadences.   

1. Facilitate a RevOps-led Analytics enablement session with the team (and Managers) to explain the data points leaders are looking at and why it’s important to meeting the goals in place.
2. Find who your SDR power users are and nominate them to the Cadence Committee. This is a leadership role within the team that will help facilitate enablement, share best practices, and highlight successes with Salesloft. Include them in ongoing Cadence Committee meetings for them to provide user feedback, considerations to team workflows, and surface enablement gaps that the team may have. 
3. Incentivize them. Consider incorporating this responsibility into Team Lead roles (could be a rotational role every 3-6 mos), content blitzes (submitting changes in content, cadence structure or steps) that help meet performance goals, or even monthly spiffs (gift cards, time off, etc.) that help drive healthy adoption within the team. 

Forming a Cadence Committee is just one idea to help create more buy-in from individual contributors. While I would agree that it’s important for SDRs to take ownership of their outreach, it’s likely worth a discussion if reviewing cadence performance and adjusting on their own is a reasonable expectation. Some organizations don’t allow SDRs to create or edit cadences and some only want SDRs focused on pipeline generating activities. 

I’ve found that when customers can include SDRs in the overall strategy, communicate proper expectations and report on progress regularly, while taking into consideration their needs and KPIs, they will find success, help build adoption, AND create Salesloft Champions!