Overview
The MadKudu reporting feature is designed for MadKudu admins to monitor the performance of playbooks and provide insights into how sales teams are engaging with prospects. It is especially useful for:
- Growth Managers: To determine which playbooks are effective, which should be expanded, turned on autopilot, or deleted.
- Sales Managers: To ensure their teams are contacting the right people as recommended in their playbooks.
How to Access the Reporting ?
Go click on the top right and access Reporting from there!
Weekly Digest
Every Monday, admins receive a weekly digest that includes:
- Pipeline generated so far.
- Best and worst-performing playbooks.
- Top-performing sellers.
- Sellers who may need additional enablement
Reporting Best Practices
To ensure consistent playbook performance, reporting should be accessed on a weekly basis. From there, you can:
- Click into each playbook: Access a deep dive into the playbook's health score and performance.
- Health Score: Playbooks are ranked from A to E based on three components:
- Targeting: Is the playbook targeted enough at a person-level?
- Volume: We recommend each rep have at least 5 matches per playbook per week, but no more than 100 (as too many could overwhelm reps).
- Actionability: Having a predefined sequence is ideal. If a sequence is not defined, sales reps may be left in the dark about the next steps.
Improving Playbook Performance
Sales should regularly review their inbox to ensure continuous improvement. Sales reps have the ability to reject records, and admins can impersonate sales reps to understand why certain matches were rejected.
- Touch Rate: Aim for playbooks with a touch rate of at least 80%.
- Pipeline Tracking: In the deep dive, you can view opportunities opened after prospects were contacted, contributing to the overall pipeline.
FAQ
Q: Why can’t I select data from the last quarter?
A: Data before Q3 2024 is not available.
Q: When should I use account-based playbooks?
A: Account-based playbooks are ideal for account managers or experienced sales reps with clear indications of actions to take.
Q: My playbook has too much volume. What should I do?
A: Filter out low-fit prospects and focus on warm leads to reduce volume and increase efficiency.
Q: My playbook doesn’t have enough volume. What should I do?
A: Use the Explore feature to play around with filters and identify which filters might be too restrictive. Review event mapping to ensure all activities are being captured correctly.
Q: What should I do if I don’t have a sequence already set up in SalesLoft, Outreach, or Gong?
A: We can provide prebuilt sequences for you to use.
Q: What if I don’t have an SEP like SalesLoft, Outreach, or Gong?
A: Add a link to the basic action that outlines the sequence that should be used. The more guidance, the better.