When it comes to Sales Development, from my perspective, the most important conversation you can possibly have is one that centers on how you’re measuring, KPIing & comping your SDRs.
Before you talk about talk tracks, personalization at scale, competitors, playbooks, objection handling, enablement, training, buyer personas, battle cards, SPIFFs, PIPs, activity metrics, hooks, 10 - 80 -10, whatever … it’s all about KPI systems.
KPI systems, KPI systems, KPI systems, KPI systems KPI systems, KPI systems, KPI systems….
If I had a puppy, I’d name the poor guy KPI system.
If you've got a few minutes on your Lunch Break today, be sure to check out the NEW "Back of the Bus" video below w/ my partners in crime when we were on the Flip The Script Tour Scott Barker + Josh Braun for Part 1 of… you guessed it… KPI systems. :)