WhirlyBird

SDR

Burn Out. Is the grass greener?

Hey All. This is my first time writing a post like this so please bear with me...

I graduated college a year ago and spent the first 6 months selling home security D2D in a bone chilling Minnesota winter. In late June I moved across the country to start working as an SDR for a SaaS company out of Seattle.

Since starting I haven't missed goal yet, but these last 3 weeks I've noticed a significant drop-off in my motivation and am feeling 'gun-shy' on the phones.

Either waiting for the 'perfectly qualified' prospect or disqualifying hard through price checks on a discovery call.

It gets better... right? I'm so young in my sales career that I would love any advice or perspective. I just feel quite alone right now and catch myself questioning my abilities despite having been a consistent top producer for my company since they let me loose on the phones.

🎈 Mentorship

🙏 Mental Wellness

💆‍♂ Mindset

11

15 comments

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JustGonnaSendIt

Politicker

6

Burn Towns, Get Money

This is the point in the emotional lifecycle where discipline and commitment come into play. Every day is not great in sales, particularly at the entry level.

All the best sales people question themselves. A little imposter syndrome keeps you on your toes. Jocko Willink has a great recent podcast about this. This is a good thing, you're emotionally growing.

You're reaching the filter point where people decide sales is / isn't for them for the first time in their careers. Barring major toxic workplace issues of course (that can drive even the most committed sales folks out of the job).

I have been where you are. If you enjoy sales and are just feeling a slump, this is time to lean on discipline and push thru. Just like a slump at the gym, or in a long-term relationship. Knowing how to motivate yourself internally to push thru times like this is a critical skill to surviving long-term in sales.

However, if you just can't summon the gumption, it may be time to consider something else for yourself. Or maybe a different team.

Just keep in mind that sales is sales no matter where you do it. It's got ups and downs. You need to commit to the ride and identify the best place for you to get what you want out of your career.

WhirlyBird

Good Citizen

0

SDR

Thank you for taking the time to provide such great insight for me here.
I love my team, I enjoy our product and the client types we work with, and I feel like I get to grow a little bit each day.
But. Because there’s always a but… I don’t feel like I have a strong relationship with my manager. She constantly is changing her expectations and isn’t transparent about where I stand in terms of progress to promotion, etc.
It’s gotten to the point where my teammates and I are somewhat fearful to ask her work related questions because she snaps at us and makes us feel inadequate..
What do you do in that situation? Do I look for a mentor within the company?

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Do you have a good working relationship with one or more of the AEs you support? I used to work a lot with SDR/BDRs who were interested in learning about the entire sales cycle. They'd shadow calls and demos and ask questions as they went along. It's good for career development, but also great for understanding the prospect/customer journey and helping refine your own pitch. Are you in a position to be on those calls and demos?

WhirlyBird

Good Citizen

1

SDR

to a degree i am. the AE’s are all for it, i’ve been able to sit in on a few so far. but.. my manager feels that we should be spending our time more ‘effectively’ and generally shoots down the idea

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

I was afraid of that. I would argue that a BDR/SDR who knows more of the pitch and the process is more effective, but I know a lot of managers are very focused on the number of calls.

What you are experiencing is normal. I struggle to find motivation myself from time to time, and for the vast majority of the time, I enjoy my job. Those days, I just get through by setting tasks and checking them off one by one so it's not a wasted day and I accomplish something.

Rallier

Politicker

2

SDR Manager and Consultant

Yeah this happens every now and then. It's what makes sales sales. You'll start to figure out how to get out of these ruts and get back to hitting quota. It would be a different story if you NEVER hit quota, but since you've done it consistently before I think you'll be fine.

My advice would be to take some vacation and reset. get your mind back in the right place

Diablo

Politicker

1

Sr. AE

Great article by our Foxy https://bravado.co/academy/burnout

CuriousFox

WR Officer

2

🦊

Awe thanks boo 🦊

PissBoy

Valued Contributor

1

CSM

I’ve been in your position @whirlybird , i’m an SDR at an SaaS company in the med tech space. I’ve been here for roughly 8 months and before that I was an SDR for around 10 months at a different company. at the entry level sales is not easy, you’re not going to love everyday. My biggest struggle was staying consistent and non complacent by controlling the controllables. Focusing on how many calls your making, what you’re saying, how you battle objections. I’ve started to view it as a game in which i’m constantly improving different aspects of my sales technique. Keep your head down and keep grinding. And i also totally empathize with the manager dilemma, my manager is the same way. I learned to focus only on what I can control and trust i’ll get the results i need.

DungeonsNDemos

Big Shot

1

Rolling 20's all day

The fact that you're willing to be vulnerable and recognizing that you can improve is a huge first step to succeeding, so congrats!
Sales will have highs and lows, but the trick is to learn from the lows and during the highs to not become Icarus.
If you consistently take time to refine your sales strategy, trying new approaches, and just continuing to learn from others with more experience then you are setting yourself up for success.
There will be hard days and weeks but if you approach your career with determination and open-minded news you will have a far greater chance of doing well.

I would add to write down actual goals and timelines (SMART goals) you will have a better idea of what you're actually working towards.

Upper_Class_SaaS

Politicker

1

Account Executive

The grass is always greener... at least you think because no matter what you won't know until you are on the inside

someoneinsales

Tycoon

0

Director of Sales

Take a vacation and make sales fun again. When I am in a rut selling software, I take some of that unlimy PTO, head to the thrift store and start slanging good on FB marketplace to make my self feel better and dominate again.

WhirlyBird

Good Citizen

0

SDR

absolutely love this idea. gonna have to give it a whirl @Mooney

TheOverTaker

Politicker

0

Senior Account Executive

this is sales. highs and lows. gotta find a way to keep yourself level

Varro36

0

AE

Sales is 90% getting kicked in the balls and 10% glory which takes guts and we are the highest paid people in the company. If you want to accept this you will be successful and the getting kicked in the balls part you just get used to and it becomes a non issue. You need discipline to keep going motivation comes and goes.
Or you can go work an easy job and make 1/4 the money.

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