Objection!
This is what a BDR calls a cold visit to a new prospective account
What is a Pop-In?
The new name for our "Dispill" packaging
What is Genoa CARE Packaging?
The sales acronym "ABC"
What is "Always Be Closing"?
The individual who cold calls and schedules initial presentations for our BDRs
Who is our Inside Sales Representative/ISR?
The minimum length of time a BDR should be account managing after closing a new opportunity
What is a minimum of 6 months?
The average number open opportunities a BDR has at any given point in time
What is 25 Open Opportunities?
The number of BDRs that support the East/Midwest
What is 8?
The average number of sites a BDR supports for new business
What is 21 sites?
This is the average Margin/Rx for a BDR in the East Division
What is $22/Rx?
The average sales cycle length for a BDR from Presentation to Closed as Won/Lost
What is 67 days?
The most common objection a BDR faces that Genoa cannot accommodate
What are weekend hours?
The average length a voicemail should be to remain effective
The number of initial presentations a BDR should be having in a week
What is 3-5 per week?
This person was the top performing BDR at all of Genoa in 2025
Who is Eric Graf?
After a great first meeting, the BDR should follow up within this timeframe.
What is 24-48 hours?
On average, how many outreach attempts it takes before an account will agree to meet with a BDR
The point in the sales cycle where a BDR opens the opportunity in CRM
What is the "Engaged" phase?
The minimum number of activities a BDR completes each day (cold calls, emails, pop-ins)
What is 30 activities?
The number of new scripts the BDR team has contributed to the East Division in 2025
What is 81,507 scripts?
The term known as "OBSP" used in CRM
What is Opportunity Based Sales Process?
What are Driving Scripts, Field Activity, or Operational Collaboration?
The number of leads each BDR can assign to their ISR on a monthly basis
What is 20-25 leads per BDR?
The top high-margin drug BDRs have won in 2025
What is Spravato?
The number of scripts the BDR team is expected to contribute as a whole in 2025
What is 1.3 million prescriptions?
The conversion rate for BDRs across Genoa
What is 56%?