CRO math: "If every rep made 20 more cold calls per day, we'll hit our FY2026 growth targets."

CRO math: "If every rep made 20 more cold calls per day, we'll hit our FY2026 growth targets."

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🙄

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(by the way, this is really what I heard a CRO of a 250+ rep org say)

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Here's why that thinking doesn't work:

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⛔️ You can't scale drudgery

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Reps don't make more calls because that math doesn't work for most of them:

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100 dials = 20 calls per day x 5 days

5 connects @ 5% connect rate

.25 meetings booked @ 5% meeting booked rate

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Who wants to do an activity with a .25% success rate...and then be asked to do an hour more of it every day?

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Come on.

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✅ You need a reason behind the KPI

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This is Clara Johnson's point in the video.

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✅ You need to up-skill the reps

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Good ole hands-on skill training. If you have a world-class enablement team that can PARTNER with reps/leaders who actually know how to outbound, do that.

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Or hire a third party like Outbound Squad to help.

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You need:

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- Training on the latest tactics

- Reinforcement from leadership

- Weekly coaching from managers

- Enablement to own the content (and keeping it updated)

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Then rinse and repeat.

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✅ You need to leverage technology

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Mark Kosoglow wrote a great post the other day on this equation:

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EV (expected value) > C (human cost)

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You should get more value than the cost of human intervention.

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Reps spend way too much of their time:

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- Calling numbers with low pick-up rates (TitanX solves for that)

- Working through bad contact data

- Building their own lists

- Spending hours doing account research

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Use tech to remove this work at a fraction of the cost from every rep's plate.

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~~~

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Catch the rest of my conversation with Clara here.

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