Take "No 6QA left behind" seriously, not literally

Ami Arad

If you've been around these parts long enough, at some point you've probably heard some 6sensor use the phrase "No 6QA left behind." It originated several years ago when we realized even we weren't working all of our 6QAs. We dug into the reasons why and began an initiative inspired by the "No Child Left Behind" law that I'm sure did not leave a single child behind (I don't want to check in case I'm wrong.)

Hopefully you've all seen or at least heard about the new 6QA Analytics report that was released this month. It will tell you what percentage of your 6QAs are being worked, among other things. It is an awesome report!

I'm here just to anchor your expectations. You will not achieve 100% of worked 6QAs. It's an impossibility. In fact, you probably won't reach 90% worked. We, at 6sense, are about as vigilant as a company will be about 6QAs and our worked rate for 6QAs for accounts in CRM* is about 70%.

There's a long list of reasons why you won't get to 100%, and I won't detail them all here, except to briefly say it includes things like the way accounts are matched between 6sense and your CRM where you may not want some accounts in your CRM even though they are a 6QA, 6QAs that just happened the day before and have not had a chance to be worked yet, 6QAs for companies that any reasonable person would agree don't need to be worked, and so on. If you remember that 50% or better is doing great, and 60% or better is best-in-class, you'll live a happier life!

*There is a filter in the upper right corner where you can toggle on or off accounts in CRM and not in CRM. For this report, we highly recommend filtering out companies not in CRM as it is unfair to punish sellers for not working accounts that aren't even in your CRM.

And since the "Days since" metrics include weekends and holidays, you might consider only looking at 6QAs that are 4 days old to get an even more realistic picture of how well you're doing.

Brandon McBride

@Jarrod Cohen Ami's peak behind the curtain at 6sense should help answer your question from here.

Edit to add: Thanks, @Ami Arad. I'm feeling better about our own percentages now, too.

Rachel Zerilla

Great stuff @Ami Arad !!

Jarrod Cohen

@Brandon McBride Ah thank you so much for linking me here. Super helpful stuff, here. Definitely feeling good about where we're at!

@Ami, when you say worked rate = we could effectively call that reached, yes?

Ami Arad

Good question. Yes, I think they would be the same. They only issue with the way we define "Reach" throughout the product, is that it includes Marketing and Sales activities. So a 6QA could be "reached" by Marketing and Sales still has not done anything with it yet. That's where the 6QA Analytics report is more helpful — it's specifically looking at Sales Activities as mapped from your CRM.