Scorecard: Number of Activities
What it means
The number of activities grade is based on the median number of times UserGems leads/contacts are being reached out to. We can tell the median number of activities across all UserGems by looking at the total number of activities logged for each UserGems and taking the median for job changes sent over the last 3 months. We focus on the last 3 months to ensure this critical metric isn't too heavily skewed by early adoption levels.
Why its important
Importance level: Critical 🚨
This metric is an incredibly important adoption metric. Our own data and thought leaders (Outreach & Salesloft) have shown that response rates often double once at least 5 contact attempts are made. In our own data set, when we look at replies, the percentage of replies nearly doubles if we extend to records that have up to 8 attempts, versus those with just one or two. The reason we look at this as 1-8 (instead of 8 exactly) is because of course someone can still reply sooner. Taking this one step further, when mixing in call steps and up to 8 attempts, our response rates nearly double again. In conclusion, more touches and phone calls = more replies.
How it’s scored
How to improve
- If median contact attempts is 0, it means either we're missing access to activity data in your Salesforce, or we’re at square one, and first and foremost, it’s important to make sure UserGems are getting contacted at all. For how to improve this, review the Total Contacted Percent grade section above.
- Make sure your sequences/cadences are long enough. Outreach recommends at least 5 steps, but advise being closer to 10. Our templated UserGems playbooks have 10-12 steps for this exact reason.
- If your team isn’t using our designated sequences, we highly recommend utilizing our tried & true frameworks. Contact your CSM who can help you with a strategy here. If you use Outreach or Salesloft, we can push our templates directly through so you don't need to build them from scratch.
- Check your UserGems sequences/cadences to see at which steps UserGems are getting stuck. Remind your team it's crucial that they continue to work UserGems through the entire sequence/cadence.