senator

Director of Sales and Marketing

AITA – Only considered BDRs who reached out to me

I made a LinkedIn post suggesting that job applicants for outbound sales roles should do some outreach to the hiring manager.

Didn't think this would be a controversial opinion, but some people I don't know are getting upset in the comments. I've been accused of "sanctimony and finger wagging" along with "discarding potentially excellent employees."

Am I in the wrong here? Or is this a good test to weed out BDR applicants?

----------

EDIT: Only one person has actually suggested a way I could have managed the hiring process better. It was someone who reached out to me in a LinkedIn DM and said I should have taken the time to get to know each candidate for their true personality.

When I asked how I was supposed to commit to 100+ hours of interviews to do that, she called me inhuman and blocked me.

So if you have a suggestion for a better way to narrow down the candidate pool, I'm all ears. This won't be my last hire and I want to be the best I can be.

Of course, you're still welcome to criticize without offering a solution, too. Just know I'll decide you don't count (as per Teddy Roosevelt).

https://www.linkedin.com/posts/gowerdan_sales-hiring-bdr-activity-7105195814133657600-bKE2?utm_source=share&utm_medium=member_desktop

AITA?

Attached poll

Yes, you're a sanctimonious jerk No, you're a stable genius and a good hiring manager

*Voting in this poll no longer yields commission.

🔎 Prospecting

💌 Cold Emailing

17

39 comments

Sort by:

CuriousFox

WR Officer

13

🦊

Voted jerk b/c I absolutely cannot stand the words stable genius.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Only when used totally ironically...then maybe a pass.

senator

Catalyst

-2

Director of Sales and Marketing

Fair. Sad for me, but fair

pirate

Big Shot

7

🦜☠️ Account Executive

I don't think there is anything wrong with the message... perhaps the post could have been rephrased to: this is how the 10 applicants out of 100 stood out. This has helped me to get jobs, this is how I can help etc. And less of this is why you were disqualified and "why not reach out to the manager'' I often have this same problem that I sound condescending and I absolutely have no idea how. I am very direct and do not fluff about. I guess it is because you are a director... have a job and honestly a lot of people get offended too easily now. I think it is not a bad way at all to weed out the BDRs but for people who are unemployed or fresh grads... the messaging could be a bit gentler. Similar to what you treat a kid like and not the adult who can take the feedback onboard and see what you meant.

senator

Catalyst

2

Director of Sales and Marketing

Great points. I was kind of flabbergasted by the responses, but now see how it could read as condescending if people are already feeling a bit fragile.
I edited it to change a couple of words based on your feedback (without changing so much that it would be unfair to the people who already commented).

Avon

Politicker

5

Senior Account Executive

Not only potentially condescending but things like this and making a thank you note a shadow requirement have been shown to have a disparate impact on people who grew up with less means and dont have parents to teach them that stuff.
I got a BDR job doing what you suggest, and it worked out. But I volunteer at a NPO that helps disadvantaged groups break into tech sales, and they just have never been told the stuff that sounded obvious to me. And I realize the reason it was obvious to me is because I grew up around more privileged people with high earning careers who gave me tips like that.

HVACexpert

Politicker

2

sales engineer

Exactly . To find out you lost on an interview because of being ignorant to unwritten rules, even though you could be well qualified, is at the very least super frustrating.

pirate

Big Shot

1

🦜☠️ Account Executive

I think it is the market and then when you have a job, it's easy to get misinterpreted. You could post something like ... 'I messed up. In my last post I sounded a bit condescending... I have just sent out an email to all the applicants and written some advice.' Great that you edited it though and show initiative to learn and be better :) SDR/BDR who got hired will be grateful to be surrounded by leaders like yourself

senator

Catalyst

3

Director of Sales and Marketing

I don’t have an apology post in me at this time. I’ve internalized your feedback and that from everyone else who approached this thoughtfully.

I didn’t mean to be condescending, but am also done apologizing to the mob of people who contacted my CEO trying to get me fired over a mistake. The people who misjudged the process off of one poorly phrased post can move on and refocus their outrage on the next thing.

The applicants I spoke to have all been happy with the respect I showed them, and that’s who counts. One guy said he’s been in 50 interviews and mine felt the most genuine. I’m human, and I made a mistake here, but I’m also not kowtowing to people who want to end my career to prove how nice the are.

All of that said, I want to reiterate that I appreciate your feedback. Your advice is good, even if I’m too fed up with others to follow it.

pirate

Big Shot

2

🦜☠️ Account Executive

Wow seriously! Insane that people are complaining about you to the CEO. Now that's pathetic. Thanks for taking the time to share and engage with us all. Your sales team is lucky to have you.

Avon

Politicker

2

Senior Account Executive

Live and learn, dont be so hard on yourself though.

SoccerandSales

Big Shot

1

Account Executive

Agree with Pirate, its all in the delivery of message. Not sure the message itself is flawed in any way

jefe

Arsonist

3

🍁

While I voted that way, I wouldn't go quite so far as to say you're stable...

senator

Catalyst

0

Director of Sales and Marketing

Thanks for calling me a genius, though!

jefe

Arsonist

0

🍁

That part was for after the ellipsis.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

Sounds to met like you had a run-in with some little snowflake who couldn't sell a cookie to a fat kid.

I would hire someone who took the time to reach out to me personally every day of the week over someone who just hit "submit" and did nothing more. Common sense tells me this person will work harder for me than the second guy.

HVACexpert

Politicker

1

sales engineer

The action itself isn’t as much an issue as the actual original post. The post, and some others who call out BDRs for their cold calling technique, come off very ‘holier than thou’. At the least it could have been worded or communicated differently in the post to show it positively, which others have addressed.

Hopefully also, @senator I assume you at least went though some other applicants? Would be a shame to not even interview someone highly qualified simply because they didn’t reach out. Or perhaps there is a better way to show or prove someone’s cold calling ability? Just my two cents though.

I would agree , someone reaching out to me directly I would certainly make note of. But disqualifying or qualifying based solely on that I’m not sure if I would have taken it that far.

senator

Catalyst

1

Director of Sales and Marketing

Didn’t want to be holier than anyone else. Just shared some advice without thinking people would get their feelings so hurt. Certainly more aware of those emotions now

HVACexpert

Politicker

0

sales engineer

Yeah not trying to criticize just informing. Kudos to you for taking the feedback.

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

@senator I can't think of a job I have gotten where I didn't show more initiative beyond just hitting submit on a website. And usually that has involved reaching out to the DM and getting on their radar personally.

If the current generation thinks all they need to do is hit submit and all the jobs will land in their laps, they are VERY mistaken - especially in a Sales world where sales people are a dime/dozen. If I am going to spend my company's money to hire someone, I'm going to hire the person who SHOWS me they want the job.

Space_Ghost20

Valued Contributor

2

Account Executive

I think it's 13 one way, a baker's dozen the other. It's perfectly fine to only consider candidates who reach out to you because it shows they have the skills to do the job they will be doing should you hire them. On the other hand, BDR is supposed to be an entry level job, so in theory you could hire and teach them the skills they need.

Just depends on your organizational philosophy, your expectations of your hires, etc. There's a legitimate argument to be had either way.

I will venture to guess that HR/TA folks will be upset or worried that such a hiring approach could potentially run afoul of compliance or DEI initiatives. I'm not an expert in that field, so that's outside my arena.

BmajoR

Arsonist

4

Account Executive

Very well said. I agree with this take.

FinanceEngineer

Politicker

1

Sr Director, sales and partnerships

You have to expect them to reach out, and if they don’t, they won’t in the future. This is good.

oldcloser

Arsonist

1

💀

No issues with this. It’s a sales job. Sell.

XLR5

Catalyst

1

Sales Director

Late for the party but I was you in a round of hiring I did back in the day. I believed for the role they should've researched me, made the CV/cover letter personalised, and reached out. Plus I even believed I ahould reject all candidates and only those who pushed back would be considered, so they'd be proving they can handle rejection in a constructive way and are tenacious.

But someone changed my mind. They told me just like I don't have the 100+ hours you say, it's also not fair to expect candidates to have 100+ hours to personalise resumes and get into shenanigans. Additionally, the recruiter has the upper hand whereas the candidate is literally looking for a job, so the risk is higher for them, and the onus of the effort should be on the recruiter. I then changed the process so the screening was done by HR and it would narrow down candidates so I could give my full attention to each of them.

Kosta_Konfucius

Politicker

0

Sales Rep

Did you prospect into your first role out of college? If not, would you say you are a bad candidate and wouldn't hire yourself

senator

Catalyst

0

Director of Sales and Marketing

Yes, I followed up with the hiring manager. I thought this was a normal thing to do if you're serious about a job.

Kosta_Konfucius

Politicker

-2

Sales Rep

Followed up after an interview or after you hit apply you found them and sent a message

senator

Catalyst

1

Director of Sales and Marketing

Followed up after applying. Is this not a normal thing to do?

GDO

Politicker

0

BDM

Voted yes but should have been no. I wanted to say yes to the act of doing this. Was a bit too quick

Angusmacg

Valued Contributor

0

Territory Account Mgr.

Didn’t vote as the phrasing on the options weren’t written well. But I will say after being out of work for almost a year and trying my best to start a new job I’ve done both (reached out and not reached out) and will say it doesn’t seem to matter. To the ones that I did reach out to I never received any response nor an interview. Not reaching out I had better success but not a job offer. Eventually I did find a position that came via a recruiter.

So in summary, my vote is you are not a complete a** but just half an a** (just the left cheek 😁)

senator

Catalyst

0

Director of Sales and Marketing

Appreciate you… splitting… the difference

Justatitle

Big Shot

0

Account Executive

I voted yes but meant to say no

dhshsr

Good Citizen

0

Senior Business Development Specialist

I made this suggestion as well to my friend who is a BDR manager. Assuming it's an experienced BDR and they are currently unemployed i.e. have time on their on hands. It's not a strong signal if they don't at least attempt to reach out via linkedin.
OTOH, if new grad/zero BDR experience, I wouldn't hold it against them. With experienced BDR who are looking while employed, they don't have the urgency and if they're any good the onus is on you to sell the role to them.

GreenSide

Politicker

0

Sales manager

Nothing wrong with the post. I’ve told friends who are looking they need to reach out to the hiring manager to stand out. It’s a tough economy, why not go the extra mile. You also didn’t discard potentially excellent employees; you still interviewed others, it’s just the 5% we’re prioritized.
Was the person who called you inhuman in sales?

countingmyinterest

Politicker

0

Account Executive

As a seasoned rep, I'd say it's fair game. Even if it's just a connection request with "hey, I applied for the job. Wanted to make sure I don't get lost. Would be good candidate for x,y,z. reasons".
I wouldn't say you're a sanctimonious jerk, but you come off a bit douchey imo. Could be framed better.

ThatNewAE

Big Shot

0

Account Executive - Mid enterprise

It's fine. People don't want to hear the truth, people don't want to be preached anymore. Your message to the world was a good one, the tone did reek a bit of superiority. Rest, all good.

PhantomxSwami

Good Citizen

0

Partner Manager

I always perform outreach to hiring managers, and put higher ups into an email sequence. You're definitely not out of line, especially for a BDR position

goldenlazard

Politicker

0

Senior SDR

i found it so funny that all the people whinging in the comments are marketing and ops titles. projection much?
"qualified" BDR is misleading as it implies it means qualified in the same way that a doctor is qualified for having a medical degree.

sales is a performance based role and regardless of experience or CV all that matters is that you can hit your number. Why would you hire an entitled rep with a CV longer than my arm who is scared to actually prospect you over someone who just reached out to you and follows up with you?

When I was 17 I got my first job (internship, not sales related) by prospecting the global chairman of a F100 company and no one told me to do it. The idea that a BDR applying for a BDR role doesn't want to or can't do the same is ridiculous to me and if I had to choose between a rep that did reach out or a rep that didn't I'm going to take the proactive one because they have already proved to me that they at least know and are willing how to and to prospect

Ignore the detractors OP - you know you're in the right here!

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