Table of contents

How are reps performing

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Enable or disable benchmarking

FAQ's

Overview

We will visually call out particularly good or particularly bad performance on Analytics rates stats like Dialed to Connect, Bridged to Connect, Connect to Conversations, and Conversation to Meeting so that Managers can easily identify potential coaching opportunities.

This view can also be exported to download as a CSV file by clicking "Download Current View"

Solution Details

Orum will now benchmark performance of key stats against typical performance ranges (accounting for variance based on industry and other factors).

The goal is to draw managers attention to particularly stellar or poor performance so they can dig in on the most interesting insights.

• Green = Things are going great!
• Red = This may need attention because it’s not going well.

Information about each stat is available at the top of the column and links to knowledge base articles.

Admin users can enable or disable this benchmarking

Because we have opted to start with broad ranges that are not industry specific or customizable, we recognize that there will be cases where these benchmarks could be contrary to goals being communicated by a specific company or manager.

For example, some organizations are making calls where the goal is not actually to set a meeting so their Conversation to Meeting stats may always be highlighted red because they are always 0%.

To avoid causing friction, for those types of organizations, while we gauge user response to this, we have provided the ability to turn off specific benchmarks or all of them.

Admin users will see a setting gear at the top of this area of analytics. When clicked, controls will open.

Show goals will turn on/off all benchmarks.

Or the user can turn on/off specific ones with the controls below.

This will impact the view for ALL users of the organization.

FAQs

How did we come up with these benchmarks?

The benchmarks were established by utilizing Orum’s own data and internal team expertise/vetting.

They are set to be reasonable expectations for outbound prospecting effectiveness for companies using Orum to scale their call volume and activity — regardless of specific industries a customer/product/company targets.

Our goal with this release is to highlight particularly good or bad performance based on what we know is possible:

• Stats called out as areas of improvement fall in the bottom 20% or lower of performance.
• Stats called out as areas you’re excelling fall in the top 10% or higher of performance.

*Based on data analyzed February 2022.

What “industry” are we referencing when we say “industry average”?

The outbound prospecting industry as a whole.

What we're saying here is that these are reasonable expectations for an outbound prospecting team regardless of what industry each business sells into. Specific industries the business serves may have a smaller or more niche range. We’re accounting for all of our customers.