SDR Dashboard|Aslan™

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Grade 1 critical 2 3 4 5 strong N/A Strip: Pains · Goals · Financials · Urgency · Handoff · Booking Demo data.

Settings

Each of these changes how the numbers are calculated, not just what they are called.

KPI targets — per SDR, per day

Dials Bookings Talk time (min) Pick-up rate (%) Show rate (%)

Daily targets are scaled to the days on the board. An SDR earns a tick only when every target is met — hover a cross on the leaderboard to see which one they missed.

New-lead cadence

How hard a brand-new lead should be worked on the day it arrives. The target is earned by the clock rather than assumed: a lead is owed one block of dials for every full block of dialling time left after it lands, up to the daily minimum. So a lead in at five in the afternoon owes fewer than one that arrived overnight, which had the whole day. Going past the daily maximum counts against the score as well — that is the over-dialling line.

Dials per block Block length (hrs) Min dials / day Max dials / day

Follow-up timing

When a phone follow-up counts as made on time. Measured from the time it was due — or from the end of the window, for an "afternoon" style follow-up with no clock time.

On time — within (min)

Business hours

Day starts Day ends

Applies on

Pacing is measured across this window, in Eastern time, on the days selected above. Someone is “on pace” when their progress matches the share of the business day that has already gone. Daily targets are multiplied by working days only, so a weekend on the board never inflates them.

SDR team

Only the people selected here are graded, ranked and counted towards team KPIs. Anyone else dialling the same CRM — client success, marketing — stays out of the numbers and off the call list.

Pick-up rate basis By unique leadsHowever many times you dial someone, they count once. Answers are measured against distinct people reached. By total dialsEvery dial counts separately. A lower number, but it reflects dialler effort rather than list coverage.

Talk time basis By actual conversationsOnly calls with real dialogue. Ring time and voicemails are stripped out. By all callsEvery second of call time, including ringing and voicemails.

Booking rate basis By unique leads that answeredSets divided by people who actually picked up. Measures the conversation rather than the dialler. By all unique leads dialledSets divided by everyone on the list, answered or not. By all dialsSets divided by the raw dial count.

Dashboard timezone Eastern, plus prospect local timeSDR dial times stay Eastern, as the CRM records them. Appointments and follow-ups show in the prospect’s own time — taken from what they said on the call first, their area code second. Eastern across all dataEvery time on the board is Eastern. Central across all dataEvery time on the board is Central.

Timezone is a display choice. Whether a follow-up was on time, late or missed is always judged on the underlying Eastern values, so switching the view can never change a verdict.

Grading & timing rules

The logic this board actually runs, not a description of it.

AI spend

Follow-up timing

Only phone follow-ups are tracked as called / not called. Email, text and general follow-ups are marked Not tracked.
Called within the grace window set in Settings → On time, with any slip shown beside it. Past that → Late, with the overshoot in minutes.
No call yet, due time passed → Missed. While the day is still running this is provisional: it flips to Late the moment a call lands, and only hardens once the day is complete.
Follow-ups set for a general part of day use windows: Morning 09:00–11:00, Afternoon 11:00–14:00, Evening 14:00–18:00 ET. On time = inside the window; after it = late.

Reschedules and cancellations

A reschedule never creates a new appointment row. It walks back to the original setter call — however many weeks ago — rewrites the day and time, and adds an RS badge with a count. Every prior time stays in the row's history.
Cancellations are picked up from a call, a CRM appointment-status change, or an inbound email, and the source is recorded. The setter call is relabelled, not deleted.

What gets graded

Full set call — every section is graded. A section the SDR never attempted on a call that reached a booking is a 1/5, not an N/A.
Disqualified — the SDR is not graded at all, however long the call ran. Breaking process after finding a hard disqualifier is correct behaviour. The prospect is still graded.
FU Set — only the sections the SDR actually reached are graded; the rest are N/A, because their job is to reach them on the follow-up.
On the follow-up call — sections already covered are N/A again, so the SDR isn't double-graded. But if the follow-up ends in a booking and a section was never covered across either call, it is forced to 1/5 and flagged missed completely between calls.
The SDR grade is the mean of graded sections only; N/A sections don't dilute it. It sits in front of the section scores.

Show and close detection

A booked sales call is marked Showed when a Fathom transcript lands on the CRM record within the meeting window. No transcript by the end of the window → No show. The tell varies by client; this one uses the recording upload.

🤖SDR Sales ManagerYour SDR sales floor manager.

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