In remote sales, your metrics ARE your performance review. There's no manager watching you hustle, no office optics. Just numbers. Understanding which metrics matter — and which are vanity — is the difference between getting promoted and getting managed out.
SDR/BDR Metrics
| Metric | Target Range | Why It Matters |
|---|
| Dials per day | 80-120 | Activity input. More dials = more conversations. |
| Emails sent per day | 50-100 | Outreach volume. Personalized emails only. |
| Connect rate | 5-12% | Are you reaching the right people at the right time? |
| Meetings booked per week | 3-8 | Primary output metric. This is your quota. |
| Show rate | 70-85% | Are your meetings qualified? Low show rate = bad qualification. |
| Pipeline generated per month | 3-5x quota | Dollar value of opportunities created from your meetings. |
AE Metrics
| Metric | Target Range | Why It Matters |
|---|
| Win rate | 20-35% | Percentage of opportunities that close. Below 20% = pipeline quality or selling issues. |
| Average deal size | Varies by segment | Are you selling to the right accounts at the right level? |
| Sales cycle length | Varies by segment | Shorter isn't always better. But lengthening cycles are a red flag. |
| Quota attainment | 100%+ | The ultimate metric. Are you hitting your number? |
| Pipeline coverage | 3-4x quota | How much pipeline do you need to hit quota? Less than 3x is risky. |