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Best Advice for new SDR Manager

Hey everyone! I just started a new role at my company as SDR Manager and would love to get some feedback from you all. I have held both SDR and AE roles in my career. I moved into management because I genuinely love helping others grow and succeed in their roles. SDRs have a special place in my heart. :) I have an idea of what expectations are, but would love to hear more from you!


As an AE - what has an SDR Manager done (or is doing) that's really helped you and your SDR be successful?


As an SDR - what's something you love that Managers do? what's something you hate? what do you value most in a Manager?


Thanks all! Any feedback is appreciated!

☁️ Software Tech
🀝 Networking
🧒 Sales Management
9
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
Question: Are you left to figure out management on your own, or do you have management development resources and/or a mentor at your disposal?
letmeseethatSaaS
SDR Manager
I do have my Director (who I will be reporting to) who has been a mentor and will be helping me with the transition. But there is no formal management training/ development programs are offered at my company.Β 
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
A piece of advice from someone who was tossed into management without a life jacket: ask HR to pay for a management training program. Ask around for ones that you might find interesting and submit for the expense. You'll thank yourself down the road, I know I have multiple times.
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OpalTiddyChurger
Arsonist
+10
Funbags Enthusiast
As an AE, one of the most important things you can do is teach your team how to qualify thoroughly.Β 

Make sure they find prospects that are #1 a market and #2 they have a clear understanding of their needs and lastly #3 can connect the dots to why your product will add value to the prospect.
letmeseethatSaaS
SDR Manager
this is great, especially #3!!Β 
cw95
Politicker
+6
Pricing Executive
I'd say over everything, make sure your team is doing well, not just work wise but mentally. If you have a mental strong team then hopefully (ideally) the rest follows.Β 
letmeseethatSaaS
SDR Manager
I totally agree with this! thank you!!
UrAssIsSaaS
Politicker
+8
SaaS Eater
I wholeheartedly agree with @poweredbycaffeine. Invest in yourself as often and quickly as you can if there is no formal manager training.Β 

A couple things I would add after thinking back on my transition from IC to manager.

1) Its more important to be respected by your reports than liked. I have seen so many new managers want their team to like them, and in the short term it works, but after a few months the manager is not able to set boundaries and drive results. However if they respect you, and you put their goals first, your team will run through walls for you.Β 

2) Be humble, ask for feedback. Early on I thought I was doing everything right but definitely had no fucking clue what I was doing. I was scared to ask for feedback because I didn't want to be wrong. However once I started asking for feedback and acknowledging what I was doing wrong, I was able to put start working on my weaknesses and I was so much more effective.Β 

Good luck and let us know how it goes!Β 
letmeseethatSaaS
SDR Manager
Oh wow I truly appreciate this great advice! Respect goes a long way and that is my goal here - to be a respectable manager and have open lines of communication and will take any feedback from my team on how I can be better and help them in their goals. I’ll definitely be investing in my own training as well!! Thanks a bunch! :)
PhillySales
Opinionated
+3
Director of Inside Sales
Listen to calls all day long. Ask them what they can do differently. Listen to them again. See if they adjust on the next call. Most people know what they need to do better, so the manager just needs to listen before jumping in to tell them what to do. Let them cook. And just be a genuine person. No fake BS. They see right through that and you become a parody of yourself.
letmeseethatSaaS
SDR Manager
This is great stuff! The team I’m managing are all new to the SDR role so listening to calls and proving feedback and suggestions is great!! Thanks!!
LordBusiness
Politicker
+8
Chief Revenue Officer
Don’t over use automation and sequencing software. Personalization at scale will drive long term results. Also, remember how you felt in the role, be the leader you wish you had
Sunbunny31
Politicker
+4
Sales Executive
It may sound obvious, but I've run into this before, and more than once, so I'm going to put a request in to you as a representative of all BDR/SDR managers:Β  Β Please work with the SDR/BDR on professionalism.Β  It's very important that they understand they are often the first contact a prospect will have with the company, and they really are key to making sure that the entire process goes well and is not sideways from the start.Β Β 

As an AE, I do have standards that I don't think are unreasonable, but include:Β Β 

1) making sure emails and communications have good grammar and spelling.Β  Β At the very least, make sure that the SDR has spelled the rep's name right.Β  Β Misspelling my name has happened to me, more than once, by the same SDR.Β  My first name is in my email and it's not that hard (in case there was any question of what kind of name I have).Β Β 

2) Work on proper subjects in the emails.Β  Β "Meeting" or "Scheduled" or god help me, the BDR's name, are not great subjects for an email.Β Β 

3) Gratuitous apostrophes or misused homophones, such as 's for a non plural and your/you're misused, are setting very low expectations for your company.Β  Β  Poor grammar such as "I seen that", ditto.

4) If you have the SDRs making video outreach, proper attire is key.Β  It doesn't have to be, and probably it shouldn't be, coat and tie, but inappropriate t-shirts, hats, and questionable backgrounds should be right out.Β 

Why yes, I'm running into these very things right now, and I can't believe I've had to point it out.Β  Β It makes me feel like a crank, but honestly, there are standards, people!
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