Building an outbound SDR team from scratch - looking for some advice to help them hit the ground running

We're building out an SDR Team pretty soon and I was wondering if anyone had anything helpful to share. For context, it's an outbound team selling into a relatively shallow Mid-Market/Enterprise space.

What did your org do well with your SDR teams? What did they do poorly? What do you wish they had in place?

Thanks, everyone!

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champchamp

Arsonist

Certified Savage

I can share my opinion from being on a poorly managed SDR Team and from recently joining one with great leadership.

1.- Set clear expectations, share with the team what you expect from them, from KPIs, work hours, development, lead management, etc.

2.- Show them how to get there, coach them properly, share examples of ways to organize their day properly, workflow strategy, etc. Of course, let each person add their own twist to it but provide a general framework.

3.- Hire experienced SDRs for your first badge. First hires are the DNA of your team and if they create a culture of success, new hires will also embrace it. Also, as your growing your team you probably have more important shit to do than teaching SDRs how to use the basic tools. For the next badge you can hire college grads or people without SaaS experience and have the more senior SDRs help them with the basics.

4.- Pay well. Almost all of us shared our comp plans with the team and a lot of people left after finding out about the earnings differences.

Paying well also allows you to demand more and have higher expectations from your SDRs, and you will be more likely to attract top talent.

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Building an outbound SDR team from scratch - looking for some advice to help them hit the ground running

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