For BDR managers/directors: what do your 1 on 1s with BDRs look like? Do you have a specific structure? What things are you looking for?
BlueJays2591
1 on 1s: BDRs
9
I can offer some perspective.
First few minutes usually consist of friendly convo. We'll both share a little bit about how our weeks are going.
From there we'll tackle any major concerns/obstacles that the rep has seen that week. That might consist of phone objections, email objections, etc.
After we go over areas that need my immediate support, I'll update them on their performance up to that point in the month. That'll consist of call volume, conversion rates, etc.
I close things out by asking if there's anything else they want feedback on or need my support with
First few minutes usually consist of friendly convo. We'll both share a little bit about how our weeks are going.
From there we'll tackle any major concerns/obstacles that the rep has seen that week. That might consist of phone objections, email objections, etc.
After we go over areas that need my immediate support, I'll update them on their performance up to that point in the month. That'll consist of call volume, conversion rates, etc.
I close things out by asking if there's anything else they want feedback on or need my support with
This is a good pattern to follow. Highly recommend this.
For the record, you're not the only Top Shop fan around here haha
How are you doing with them? I’ve made a pretty sweet profit. I just wish I had started earlier.
@UrAssIsSaaShow do meetings with your reps go?
For some reason I cant view any of the comments on this page. But for 1-1s with my BDRs (or anyone that reports to me) I dont set the agenda. I always ask them to send over an agenda a couple hours before with what they want to cover. It can be skill development, pipeline review, career development, I dont really care as long as they are putting thought into it and we are covering what they care about.
If they dont have anything I cancel the meeting. If there is something I need to cover with them, ill add it to their agenda. I make it clear that this is their time to get what they need, not my time to push an agenda.
If they dont have anything I cancel the meeting. If there is something I need to cover with them, ill add it to their agenda. I make it clear that this is their time to get what they need, not my time to push an agenda.
I knew you'd come thru 🔥
I can provide some insight here based on my experience as a BDR working 1:1 with my manager. Our meetings run on a weekly basis, and typically we have them on Monday mornings to get a fresh take on each week. Usually runs for about 30 minutes or more if the conversation permits.
1. Always start off with some friendly banter. At least in my experience, the conversation doesn't always just have to be about work specifically. Keep it professional, but build a personal relationship with each rep and it will create a sense of loyalty. Foster professional friendship and success is sure to follow.
2. Recap your last week, what leads was I working on, what leads have turned into meetings and what can we expect moving forward for the week ahead.
3. Discuss recent inbound activity and the meetings that came from those.
4. Review lost opportunities, and revisit dates to triage accounts for follow-up in SFDC.
5. Review hot accounts with our ABM software to figure out what accounts are best to target for the week. (we used to use Demandbase but more recently swapped over to 6sense)
6. Discuss what could have been done better in the previous month, and how I am planning to improve.
P.S. At the beginning of each month we prioritize 20-30 accounts based on our industry close rate to target for a majority of that month while intertwining the above.
1. Always start off with some friendly banter. At least in my experience, the conversation doesn't always just have to be about work specifically. Keep it professional, but build a personal relationship with each rep and it will create a sense of loyalty. Foster professional friendship and success is sure to follow.
2. Recap your last week, what leads was I working on, what leads have turned into meetings and what can we expect moving forward for the week ahead.
3. Discuss recent inbound activity and the meetings that came from those.
4. Review lost opportunities, and revisit dates to triage accounts for follow-up in SFDC.
5. Review hot accounts with our ABM software to figure out what accounts are best to target for the week. (we used to use Demandbase but more recently swapped over to 6sense)
6. Discuss what could have been done better in the previous month, and how I am planning to improve.
P.S. At the beginning of each month we prioritize 20-30 accounts based on our industry close rate to target for a majority of that month while intertwining the above.
Nice detail. I’m curious what are your thoughts on Demandbase and 6sense and which one do you prefer?
Overall, I prefer 6sense just based on the support they have shown my team through implementation and in the time since. The system also works pretty well but I do believe that is because more effort and care went into the initial setup of the system. (Demandbase was an awful partner when it came to supporting and knowledge of the system they manage/sell) Over past 4 months since 6sense has been used we have gathered a lot of good data in terms of ICP Accounts that are ready to make a purchase. That said, we have seen many of those leads come in and convert to opportunities.
As for Demandbase, my experience was awful following its acquisition of engagio. They sold us on a dream that would never come to fruition, plus they were reluctant to provide the support we needed to get the system to operate correctly. Overall, a lot of the data we were tracking with Demandbase was inaccurate and it did not provide any fruit for our team, whereas we have only been using 6sense for a few months and are seeing some decent results.
As for the concept of ABM software, I think they are awesome tools, but at this point in time, it seems to me like a lot of vendors are selling concepts rather than a developed platform (Aren't we all!?). With that in mind, when it comes to either 6sense or Demandbase, they are both great platforms, its just the support we saw from 6sense was a whole lot better than Demandbase. I think if the demandbase team had showed a little more interest in helping our organization succeed with that platform, I'd be a little less biased about it. In the long run though, ABM software can definitely help a sales team out with identifying hot leads as long as it is implemented and integrated with care and effort.
As for Demandbase, my experience was awful following its acquisition of engagio. They sold us on a dream that would never come to fruition, plus they were reluctant to provide the support we needed to get the system to operate correctly. Overall, a lot of the data we were tracking with Demandbase was inaccurate and it did not provide any fruit for our team, whereas we have only been using 6sense for a few months and are seeing some decent results.
As for the concept of ABM software, I think they are awesome tools, but at this point in time, it seems to me like a lot of vendors are selling concepts rather than a developed platform (Aren't we all!?). With that in mind, when it comes to either 6sense or Demandbase, they are both great platforms, its just the support we saw from 6sense was a whole lot better than Demandbase. I think if the demandbase team had showed a little more interest in helping our organization succeed with that platform, I'd be a little less biased about it. In the long run though, ABM software can definitely help a sales team out with identifying hot leads as long as it is implemented and integrated with care and effort.
Awesome, I really appreciate the time you took in sharing this info. I’m in the process of building our outbound program, so this will be very valuable. Thank you.
If you don’t mind sharing, how much are you paying for 6sense?
If you don’t mind sharing, how much are you paying for 6sense?
I agree, 6sense > Demandbase
Great overview!
40 minutes / weekly / as follows:
• First 20 minutes are theirs. They can talk about anything. And I mean literally anything. Cold calls or Coldplay. Doesn't matter. It's for them to know that their leader, cares about them, trusts them, wants good for them.
• Next 20 minutes are mine. I'd discuss Action Items from last one o one (progress) , then plans for this week, then potential obstacles in achieving those plans, and finally New Action Items for this week.
• First 20 minutes are theirs. They can talk about anything. And I mean literally anything. Cold calls or Coldplay. Doesn't matter. It's for them to know that their leader, cares about them, trusts them, wants good for them.
• Next 20 minutes are mine. I'd discuss Action Items from last one o one (progress) , then plans for this week, then potential obstacles in achieving those plans, and finally New Action Items for this week.
I honestly never had a 1:1 as a BDR. I would imagine it goes something like going over appts set, number of calls made, objections handled/not handled. where to target, talk track.
I dont understand why managers/directors wouldn't want to do 1:1s with BDRs. Helps identify problems before they get big and helps both parties understand where they are at for career growth purposes.
here is what I likes my 1 on 1s to go when i was an sdr:
30 minutes
first 10 minutes just chatting about nothing.
10 min talking about common objections im struggling with
10 min listening to calls and getting feedback
30 minutes
first 10 minutes just chatting about nothing.
10 min talking about common objections im struggling with
10 min listening to calls and getting feedback
Following.
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