Disposition Science: The Fundamentals
How to Optimize Your Campaigns Using "Disposition Science"
Most teams treat call dispositions (e.g., "Left Voicemail," "Meeting Set") as simple administrative tags. In this video, Joey explains how to treat them as diagnostic data points to pinpoint exactly which part of your sales motion—List, Message, Rep, or Follow-up—is broken, and how to fix it.
1. Standardize Your Dispositions
To get usable data, you must limit your reps to a specific set of outcomes for "Completed Conversations" (defined as: connecting with the intended person and delivering the pitch).
2. Diagnose the "Pie Chart"
Analyze the percentage breakdown of your completions to identify the root cause of campaign failure.
3. The Optimization Loop ("King of the Hill")
Treat campaign optimization as a game of "King of the Hill." Establish a baseline, test a hypothesis (e.g., "Changing titles will drop 'Not Me' rates"), and verify the lift.
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