The War Room
Question
Post
poweredbycaffeine
WR Lieutenant
25
โ˜•๏ธ
They arenโ€™t paid to do those things, they are paid to close business. How do you change behaviors that both fulfill their goals and those of you and your team? Incentives.
funcoupons
WR Officer
15
๐Ÿ‘‘
We donโ€™t get paid to babysit SDRsย 
braintank
Politicker
9
Enterprise Account Executive
Precisely. If I don't make my number, my boss won't give 2 shits that I spent hours mentoring Jacob on Madison on the finer points of cold call tone. They'll ask: why aren't you focused on revenue generating activity?ย 
NotNewAEAnymore
Executive
-1
Account Executive
+1. Sometimes we have to deal with Presales teams, customer onboarding teams and the heat of the upper management to get in $$$. Mentoring SDRs for no incentives (of any kind) attached to it, seems like an absolute waste of time when I could rather spend my time on the active deals in the pipeline.ย 
Sunbunny31
Politicker
10
Sr Sales Executive
Talk to your peer, the AE Manager, and collaborate on best practices that both teams can live with?
AgastyaAdams
Politicker
2
Sales Development Manager
Thanks ! More so for not being of the โ€œdo your job properlyโ€ kind of a comment. Much appreciated
braintank
Politicker
9
Enterprise Account Executive
Do your job? It ain't my job to mentor SDRs.
saaskicker
Politicker
4
Sr. AE
Not sure how your org is structured. But I've seen this happen when the SDRs round-robin meetings/leads to any AE who is up next. If you want AEs to really invest in SDR growth you need to have pods or assign specific SDRs to AEs. I'm not that excited to spend time mentoring someone who is going to put meetings on anyone's calendar, if those meetings are coming to me, and I can mold that person to do what I'd like it's worth my time.ย 
Sunbunny31
Politicker
3
Sr Sales Executive
We are currently in round-robin, and our new SDR put time on my calendar to meet.ย  ย  Not sure why - I don't make the handoff/transition rules, and I'm not going to manage a process.ย  I'll accept a calendar invite from the SDR...not sure what the intent of the 30 minutes is, but ok.
Diablo
Politicker
2
AE
I would do exactly what @Sunbunny31ย said here. Talk to the AE manager to see where the synergy exists. It should be win win for both the parties.ย 
NotCreativeEnough
Politicker
2
Professional Day Ruiner
it's not an AE's job to do those things. All the AE needs to do is accept the meetings then convert them to opps so the SDR gets paid. Anything else is the AE being genuinely nice and trying to help out the SDR.ย 

An AE taking an SDR under their wing and mentoring them is awesome. But it isn't part of their job and shouldn't be expected of them.ย 
cashmachine
Catalyst
2
AE (Account Executive)
itโ€™s not the AEโ€™s responsibility to mentor/train the SDRs. thatโ€™s yours.
ABX
Opinionated
2
Account Executive
I can sell BJs until my mouth goes raw: but anything else? Not my job.
Notmyrealname
Politicker
1
SDR
From my experience, the biggest divas are the ones that can't close anything and sit around complaining all day. Piping opps is important for sdr commish and mentality though. Worth trying to get that stamped out. I'm sure their VP would be interested in hearing that forecasting is not on point.ย 
SADNESSLieutenant
Politicker
1
Officer of โ™ฅ๏ธ
You should work with the AE manager and the director of SDRโ€™s to make sales training for the SDRโ€™s and to pay the SDRโ€™s and AEโ€™s on coaching and feedback. This is more so a culture question. Is your culture geared towards facilitating learning and improvement cross functionally?
TennisandSales
Politicker
1
Enterprise Account Executive
talk to the AEs.ย 

let them know you want them to do their job but also know that their experience and insight could be really helpful and in turn help the SDRs get them more qualified opps.ย 

ask them what you could do to make it easier for them
Justatitle
Politicker
1
Mid Market AE
Is there any incentive for them to do these things? Not saying itโ€™s right or wrong but youโ€™ll get deprioritized fast if not unfortunatelyย 
SalesMama
Opinionated
1
Senior Account Executive
I feel in the minority here, but as an AE, I appreciate the value of a GOOD SDR and itโ€™s worth my time to collaborate with an SDR that is smart and has a good attitude because that will lead to higher quality sourcing/leads from them. I think the key here is creating a structure where that partnership can actually grow, as mentioned above.

I disagree with the โ€œitโ€™s not my jobโ€ mentality to the extent that an SDR can actually enable me to do my job more efficiently if theyโ€™re good.

Caveat here would be complexity of accounts and variability of the install. Itโ€™s worth noting that my company sells a bunch of products and no 2 customers have the same setup, so understanding the specific account and what the likely fit might be is not something you can reasonably ask a 20 year old with no experience to do.
AgastyaAdams
Politicker
2
Sales Development Manager
@SalesMama - Iโ€™ll write to bravado to add a Thank you button. To thank you for putting this out here.
legaltechsales
Good Citizen
1
Regional Sales Manager
Bruh, they're out there breakin' necks and cashin' checks.ย  If you send them the hotness, they'll be all over those leads and appts, if you send them garbage you'll never talk to them, just put them in yourself
ABX
Opinionated
1
Account Executive
If you make me do this I'll just start talking about the Rule of 5s & the Pareto principle and see how quickly you ask me not to coach your SDRs anymore.
16
Cranky AE
Question
19
5
Young SDR team, too few handoffs
Advice
9