Seeking Tech Solutions for BDRs' Account Tracking Challenges

Hey friends. I recently joined a new company as Dir. of RevOps. One of the challenges that a colleague has identified is about BDRs tracking their execution against a playbook for target accounts. The BDRs are currently tracking their target accounts and prospecting progress in a Google spreadsheet. Each BDR has their own tab where they're tracking things like:

Have they finished prospecting this account this quarter?
Have they pulled data from ZoomInfo?
What's the status of prospecting for each account?

The main challenge with this spreadsheet approach is that it's difficult to update when there are changes to the accounts, since the BDRs have added their own notes and columns. Spreadsheet is a good start but we need a technology solve here. Would love to hear recommendations on a direction?

8 comments

Margo D.
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This is a human behavior - people like to do things their own way, especially BDRs - so I think you need a process/incentive solve.
Paris P.
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Why aren't they tracking this in their CRM?
Arvind C.
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There hasn't been strong RevOps leadership in place which is why the current process exists. My default reaction was to do in the CRM but wanted to see if there was a diff't approach others suggested.
Ganesh A.
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CRM is the best way to track all this. You can start with a free version of CRM like Hubspot and later on go for full fledged.
Arvind C.
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We already have SFDC.
Paris P.
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They might want to use something like Scratchpad if you find they aren't updating the system and relying on spreadsheets
Ganesh A.
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That's great. Creating a habit of using CRM is really tough. I have faced this multiple times. BDRs really like spreadsheets/excel.
Jay D.
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I propose setting up a Salesforce-based scorecard system to drive weekly accountability and reinforce sales hygiene across the team. This scorecard will outline specific activities that each Sales Rep is expected to complete—such as updating opportunities, logging activities, tagging opportunity types correctly, and maintaining accurate MIO linkage. Each activity will carry a defined weight, and reps will earn points based on their adherence. For example, if a rep has opportunities without any logged activity, points will be deducted accordingly. The objective is to quantify day-to-day discipline and highlight behavioral gaps through a transparent and measurable framework. A weekly cadence will be established to generate and circulate these scorecards, ensuring that performance visibility remains consistent. Reps scoring less than 100% will be flagged, and their gaps will be highlighted for review and correction. Importantly, we recommend linking this scorecard to a portion of the incentive structure. While completing basic responsibilities shouldn’t warrant extra rewards, tying a small part of the incentive to scorecard compliance can be a highly effective way to address behavioral issues without overcomplicating the core incentive model. In short, this approach helps reinforce expectations, promotes consistency in Salesforce hygiene, and provides a structured mechanism for intervention when reps fall short.

Seeking Tech Solutions for BDRs' Account Tracking Challenges | RevGenius