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What are the 3 things SDRs can't and won't fix in your Sales team?
Are you taking advantage of our virtual sessions this week?
Dave Wilkins
October 04, 2024
EVENTORAMA PT2
First Things First…
Quick reminder of one of the awesome Masterclasses we are running next week!
One of the big topics we are going to discuss is how to prepare your SDR team for the upcoming transition of Q4 to Q1, ensuring that all the momentum you have built for the preceding three quarters continues.
Come and join me, Dan Reynolds and Ashleigh Early to discuss how you can ensure your team’s continued success in 2025!
You can register here: https://lu.ma/sm7telfd
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THOUGHTS
What am I seeing this Week: The 3 things SDRs cant and wont fix
In poor performing Sales organisations, a culture can begin to fester where the following is expected: SDR's, book meetings that are fully qualified, fully discovered, with buyers who wanna buy now.
Not going to happen.
3 things SDRs cant fix:
1️⃣ Not having a set Ideal Customer Profile: That has to come from senior leadership; who do we want to target and, most importantly, WHY.
2️⃣ Run the sales process until past the discovery stage: SDRs are often new to the workforce, they dont fully understand the intracacies of a sales process, if they did, they wouldnt be SDRs anymore. Ask the SDRs to a good level of qualication, but discovery should be in the sales hands.
3️⃣ Poor feedback loop with their AE: You see it often that the non performing AE's are the last people to work in harmony with their SDRs and the first to blame them. AEs: Youre the senior member of the partnership, lead the conversation about what are the accounts you want to target and the personas within those accounts.
Great SDR teams can do incredible things.
But it still cant do impossible things.
Keep that in mind
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STAKKI
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INTERVIEW
Five Questions of the Week: James Barton
This week, our guest is from across the pond, James Barton! James is someone else who has Sales Development in their DNA, and has worked at some of the best sales organisations out there. Today, he is popping by to tell us his story!
Firstly, tell me a little bit about your journey? How did you end up at this point?
Long 19+year story: Started an SDR, went into enterprise sales, went back to being an SDR (2008 was rough), went on to recreate the SDR model, ran the team globally for the final three years I was at my first company - since then, I’ve been building, rebuilding, expanding SDR teams with a foundation of culture, honesty, curiosity and seeking predictability within team data.
What is it about your role that you love?
The ability to have a positive impact on alignment to pipeline and revenue goals while building a predictability engine that an entire organization can rely upon every day and every quarter and investing in what I believe is the last team Sport in sales
When did you realise that leadership was the career path you wanted to follow, and how did you make it happen?
It was probably in my third year as a sales development individual contributor when I realized every team member globally had reached out asking for help!
Drawing on all your experiences so far, what advice would you give your younger self on their first day as a manager?
Be patient, Speak up, lean in on understanding the tech stack, network with SDR leadership colleagues more often, and mentorship.
With AI looking to disrupt the SDR space, what do you see the role of the SDR evoloving in the next 36 months?
I think AI is going to force SDRs to build muscles. They’ve never even tried before… The number is that the game is going to weed out a lot of low, performing sales or development professionals who didn’t belong there in the first place but force the stronger ones or the ones that have never been forced to be strong to adapt, evolve, and progress.
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LASTLY
Whenever you’re ready, here are two ways I could help you
The new Community for European-based SDR leaders: SDR leaders of Europe
An ebook about SDR<> AE Alignment: Closing the Gap
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