Our pipeline used to rise and fall with how many SDRs we happened to have fully ramped that month.
The problem
Thomas managed a small SDR team where pipeline generation was noticeably inconsistent, dropping whenever someone left, was out sick, or was still ramping in their first few months. Forecasting became difficult because outbound activity, and therefore new pipeline, depended heavily on exactly who was available that week.
What changed
He layered in automated outbound calling against his target account list to run alongside his SDR team, handling the initial outreach and qualification so pipeline generation no longer depended entirely on headcount.
The result
Thomas said the most noticeable change was how flat and predictable his weekly pipeline numbers became, even during a stretch where two SDRs left within a month of each other. He was able to forecast with a lot more confidence and said leadership stopped asking why numbers dipped every time someone left the team.
Our pipeline used to rise and fall with how many SDRs we happened to have fully ramped that month.
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