First time getting a dedicated SDR - how should I structure the work?

I'm working for a company that's pre A round, and they are just setting up a new sales team. I'm the first AE but have yet to work with an SDR team.


How do you work with your SDRs to set more meetings. do you have them self prospect into accounts, map it out, and set you up with meetings? Should I be self prospecting accounts and then setting them up with cadences to book the meeting?


What Would The War Room Do?

☁️ Software Tech
📳 SaaS
👨‍🌾 SDR
8
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Work together on your accounts.  I'd set them up so that you have targets, as do they.  I would start by picking the top 10,  have the SDR work on the mapping (with your help, at least at first) and start the cadences.     Then the next 10, and so on, until you've gotten through your account list.    
GDO
Politicker
3
BDM
Set them up like you would be prospecting. Telly hem that if they have any doubts/questions/ etc they should speak up. Tell them they do not work for you but rather with you. You guys are a team. Get some funds from the company to give the sdr some incentives/spiffs etc. Give those not only for meetings, but also just when they do something right. Coach them now or then on the phones. 
bendandsnack
Politicker
2
Account Exec
Coming from an SDR - respect your SDR.

Not sure if you're 1:1 but I'm spread between 6 AEs & definitely choose to spend my time on the ones that treat prospecting like a team sport.  I also drop accounts for AEs who treat me like a secretary. 

Sounds insignificant but one of them sent me champagne for helping him crack a few tough accounts.  Free booze is whatever, but it meant a lot that he made an effort to show appreciation. 
Diablo
Politicker
1
Sr. AE
saashunter2.0
Executive
1
Mid-Market Account Executive
I’ve been an enterprise SDR and managed a team of them and the 1:1 pairing/team with an AE can work really well. Like a few others have said, do everything you can to approach as a partnership and stay very active yourself in hunting as well. Stay aligned on accounts and ICPs and develop a prioritized prospecting plan of attack. The SDR should be booking meetings for you but also attend some or many of them to better understand the voice of the customer, at least initially. Weekly 1:1s work pretty well plus regular communication when getting traction and prep for meetings.
PleaseAdvise
Executive
1
Account Executive
Strategically collaborate, but also divide and conquer.
A lot depends on just how experienced/good the SDR is at booking meetings.
Maybe start with having them target low-level titles until they prove that they can book meetings with upper mngmt.
CuriousFox
WR Officer
0
🦊
Have one on one conversations to form a game plan together.
4

Freelance SDR WORK

Question
8
12

If you join a SaaS company and thrive at the beginning due to inbound leads and good SDR and then sales start going down due to a change of SDR and less inbounds, does that mean you’re not a competent sales person or does it mean it’s time to move on to another company?

Question
19
39
Members only

AEs.. How long did it take you in your previous position (BDR, AM, etc.) to get to a closing role?

Question
23