Our best insights and know-hows for sales, marketing, and customer success teams.
As a sales manager, a big part of your job is coaching new sales development representatives (SDRs).
Sales development teams help bridge the gap between sales and marketing. They receive the marketing qualified leads (MQLs) and engage with contacts to assess if they are qualified and have a purchase intent.
The process of engaging with a prospect, qualifying them for the sales reps, and discovering if they have purchase intent and budget is critical for the success of any SDR. You, as a manager, need to have multiple tactics to coach your team to call for success.
Goals and Expectations
The goal of training your SDRs is to have them excel in their roles. But if you leave them in the dark about what is expected of them, they will have a rather hard time achieving their goals.
Some KPIs you need to define include:
Library of Resources
Knowledge sharing is key to success. You should always create educational materials for your new hires.
As you cannot become a great swimmer by just reading the manual, SDRs need to practice and acquire the skills required to succeed. Make sure you set aside some time to work with them on the skills they will need to follow. That will significantly increase their efficiency.
For instance, you can:
You can leverage modern technologies that transcribe the SDR call in real-time and compare the text to your sales playbook. Like the one provided by Sellerz.io, such technologies can calculate a score based on what has been said or not, based on a playbook you defined. Such technologies can ensure the SDR is following your process and playbooks and show them the correct way to qualify a lead.
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