grooming sdr allstars
TRANSCRIPT
Grooming SDR Allstars
Managing your team
Begin with the end in mind
Hiring
Incentives
• Closed vs. Handoff
• Track metrics and reward (+) & (-)
• Encourage competition
It’s okay to be the bad guy.
Scoreboards Matter
Scoreboards Matter
Scoreboards Matter
SDR reps are the
future of your sales
team.
“If your young, hungry reps feel that they are
appreciated and being watched closely they will
run through walls for you.”
Training Tips / Tricks
Begin with the End in Mind
The goal is never to make calls… it’s not
to get handoffs…
The goal is to drive sales
Prospecting
Mindset
Where to get the leads?
• Bad leads help reps want to find the good leads!
Get Inside the Customers
Mind
Get Inside the Customers
Mind
Get inside customers mind
Where are your prospects already going to find
what you can offer?
How to reach them
Messaging:
Speak the DM’s language
Short, sweet, to the point
Add value. “What’s in it for me?”
The “mobile test”
Other prospecting hacks
• 5x5 reach out
• “multiple choice rejection”
• mess with subject lines
• change capitalization, grammar
• a/b test everything
Remember:SDR reps are the
future of your sales team!
(Treat them like it)