Sales Development Representatives (SDRs) are the driving force behind most B2B sales pipelines. Regular reviews help keep them on track, highlight progress, and provide coaching where it’s most needed. Weekly reviews aren’t about micromanaging, but about creating structure, accountability, and ongoing improvement so SDRs can consistently generate opportunities.
Why Weekly SDR Reviews Matter
Weekly reviews matter because they give managers the chance to spot issues early, celebrate wins, and provide guidance before problems escalate. Salesforce data shows that companies with regular performance reviews experience significantly lower turnover, while The Bridge Group found that top SDR teams run weekly check-ins far more often than underperforming ones. These conversations create momentum and ensure SDRs stay focused on the right activities.
Key Metrics to Review Weekly
Metrics provide the foundation of an effective SDR review. Activity numbers such as calls made, emails sent, and LinkedIn outreach show effort levels, but should always be balanced with quality indicators like open rates, response rates, and connection acceptance percentages. Finally, outcome-based metrics such as qualified leads generated, meetings booked, pipeline value, and conversion rates show the true impact of their work. Looking at all three together gives a complete picture of performance.
Essential Discussion Points
Beyond numbers, weekly reviews should dive into pipeline health and the status of prospects at different stages. Win and loss analysis is also valuable, helping SDRs understand what’s working and what isn’t. Territory and account planning should be revisited to ensure focus is on the right prospects, and skill development needs should be identified—whether that’s improving cold calls, email personalisation, or objection handling. These conversations keep SDRs improving week after week.
Tools and Systems Review
Technology plays a major role in SDR success, so it’s important to check how effectively tools are being used. CRM usage and data quality should be reviewed to avoid costly errors, email platforms need monitoring for deliverability and effectiveness, and LinkedIn automation should be checked for both results and compliance. Website visitor identification tools can also provide valuable insights, so SDRs should be using this data to guide their outreach priorities.
Creating Action Plans and Goals
Each review should end with a clear plan for the following week. Specific goals such as the number of new prospects to contact, meetings to book, and follow-up actions to complete provide structure and accountability. Managers should also discuss any potential obstacles, from resource gaps to technical issues, and agree on what support the SDR needs—whether that’s collateral, training, or help with complex deals.
Conclusion
Weekly SDR reviews are a powerful way to build a consistent, high-performing prospecting team. By combining metrics, pipeline discussions, tool reviews, and clear goal-setting, managers can create a culture of accountability and continuous improvement. Done well, these reviews lead to higher motivation, better performance, and a stronger sales pipeline.
