About the Role:
Grade Level (for internal use):
09
Role Overview
The Productivity Analyst is responsible for analyzing BDR performance, improving operational efficiency, optimizing workflows, and providing data-driven insights that help the sales organization convert more pipeline with less effort. This role ensures the BDR team is working at maximum productivity through reporting, process improvements, and tool optimization.
Key Responsibilities
1. Performance Analytics & Reporting
- Track daily, weekly, and monthly BDR KPIs (e.g., activity volume, outreach quality, connect rate, SQL conversion rate, pipeline generated). (bi-weekly bottom performers call outs)
- Identify performance trends, gaps, and root causes
- Create productivity baselines and set measurable improvement targets.
- Do product analysis under a business line to see what products are untapped and should be focused upon to run campaigns
- Check what are the top 10 set of products that sales has the highest pipeline for and compare with how much prospecting has contributed towards that pipeline; and scale it/build further pipeline/relations around it
2. Workflow & Process Optimization
- Analyze BDR workflows (prospecting cadence, lead handling, follow-up timing) to identify bottlenecks & share findings with managers for coaching
- Recommend and implement process improvements to reduce administrative tasks and increase selling time
- Conduct time-in-motion studies to understand how reps spend their day (can be seen as micro-management but can be done in some capacity)
3. Sales Tools & Systems Management
- Optimize CRM usage (e.g., Salesforce, SalesLoft etc) to ensure accurate data capture
- Identify useful automation opportunities and coordinate with RevOps & Analytics teams
- Monitor compliance and data hygiene
4. Pipeline & Lead Management
- Track and analyze lead sources, assignment logic, and conversion performance
- Ensure leads move through the funnel effectively (no stagnation or leakage).
- Provide insights on lead quality to Marketing and Sales Ops
5. Strategic Insights & Recommendations
- Provide bi-weekly insights on team productivity and pipeline health
- Recommend changes to territories, lead routing, cadences, or messaging based on data (may not be in his/her control but can offer suggestions)
- Support forecasting by providing activity-driven pipeline predictions
6. Coaching Support (Non-Managerial)
- Work with BDR Managers to identify coaching opportunities
- Provide data-backed feedback on rep performance patterns
- Develop best-practice playbooks or productivity guides
Skills & Qualifications
- Strong analytical skills; proficiency in Excel/Sheets and BI tools (Tableau, Power BI etc)
- Experience with CRM systems (Salesforce, SalesLoft, Hubspot, prospecting generic tools)
- Knowledge of sales development workflows, cadences, and KPIs
- Ability to translate data into actionable insights
- Strong communication and presentation skills
- Detail-oriented with a continuous improvement mindset
Success Measures for This Role
- Improved BDR conversion rates (lead → meeting → opportunity)
- Increased rep selling time vs. admin time
- Higher overall team productivity (e.g., more pipeline per rep)
- Reduced lead response time and improved lead handling accuracy
- Adoption and accuracy of CRM processes
