For sales leaders running outbound teams, dial quotas won’t cut it anymore –you need to deploy systems that deliver you actionable information in real-time. If you’re using the Aloware Power Dialer, you already have access to live reporting on performance, call outcomes, and lead interactions. Now, with the new Outbound Intelligence integration from dialOS, you can have near-omniscience into your team’s activity and how to improve.
DialOS’ new software integrates seamlessly with Aloware to supercharge your performance analytics. Their plugin is called the “RGAT Tracker”, and it takes an entirely novel approach to reporting.
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What is RGAT?
RGAT (Revenue Generating Activity Time) is an insightful metric that tracks the combined time your reps spend talking to leads, sending texts, and dialing numbers in the power dialer.
Other terms to know:
- Live reporting replaces binary end of day KPI reports with granular real-time data, giving you crucial context about your team’s activity and habits throughout the day.
- Automatic anti-pattern diagnosis shows you the weakest links in your team’s performance and provides actionable strategies to mitigate bad habits before they can form.
RGAT: The new KPI for outbound
RGAT isn’t just a more informative KPI; it represents a mindset shift from quantity to quality. When setters aren’t focused on hitting their dial quota as quickly as possible, they spend more time nurturing every prospect.
The real secret to RGAT is spreading it evenly throughout the day. If each setter spreads the same number of dials, texts, and conversations over the entire workday, speed to lead improves drastically.
By focusing on consistent RGAT, your team can respond to leads faster, ensuring they engage prospects while interest is highest. This approach isn’t just about improving the customer experience – pickup rate increases by an average of 80% for leads contacted within 5 minutes of opting in. Ultimately, focusing on RGAT fosters a culture of care and engagement, transforming every interaction into an opportunity for success.
Perception vs. reality: Your team’s RGAT
In teams with full-time setters who are consistently hitting their dial quotas, most managers expect at least 4-5 hours each of RGAT per day. The reality is far different – the average is closer to just 2 hours (in other words, 25% efficiency), for teams not actively tracking RGAT
But don’t fret. Teams that implement the RGAT Tracker improve their average daily RGAT rapidly, sometimes reaching 4 hours per day in less than a week (see case study below). The quickest turnarounds happen for teams that offer RGAT-based bonuses and diligently correct anti-patterns as they arise.
Diagnosing and correcting hidden anti-patterns
This is the magic of the RGAT Tracker – it reveals issues you would never otherwise know about. Setters often exhibit anti-patterns that are completely invisible if you aren’t analyzing their data constantly. Sometimes these behaviors are an intentional way of “gaming the system” in order to hit KPIs as easily as possible, but oftentimes setters fall into these habits accidentally. It’s quite common for setters to believe they are being productive throughout the day, when in reality, their bad habits are holding them back.
Some common anti-patterns:
- Low RGAT
- Blast dialing at end of day
- Hanging up early
- Not leaving voicemails
- Low dial volume
With the RGAT Tracker, you can coach your team in real time, ensuring their efforts are aligned with productive, revenue-driving activities.
Case Study: Doubling efficiency in 1 week
Sonora Guitar Intensive offers high-ticket guitar training courses. The founder implemented RGAT tracking and established a new objective: each setter should aim for 5 sets per day or maintain an RGAT of over 4 hours. As he put it, “we will no longer be prioritizing or caring about the number of dials..”
By sharing performance data with the team, the founder introduced a competitive, gamified atmosphere that motivated his setters. Additionally, he incentivized performance with a $250 monthly bonus for exceeding 80 hours of RGAT. The results were astounding—the RGAT tracker helped Sonora double its set rate in less than a week.
Critically examining your team’s data
For anyone managing an outbound team with a dial quota, the RGAT Tracker is an invaluable resource. As demonstrated by Sonora, just one week of its insights can lead to significant improvements in performance and productivity. If you’re ready to see how this technology can transform your team, you can sign up for a free demo with one week of Aloware data.
To get started, follow this simple SOP for exporting your outbound team’s Aloware data, , and we’ll be in touch to schedule a call. Experience firsthand how focusing on RGAT can lead to improved outcomes for your team and help you surpass your sales goals!
Interested in learning more about DialOS? Click here to sign up: dialos.ai/aloware
