Skiipbayless

First time SDR manager.. any advice?

Hi all,

Just accepted an offer to be an SDR manager for a team of entry level SDRs. Was curious if any BDR/SDR managers had any advice? I feel like I'm doing a lot to prepare but know there will be things that I didn't expect.

Looking for any advice, things you wished you knew, any book recommendations, etc.

Appreciate any help!

🤝 Networking

🧢 Sales Management

13 comments

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Rallier

Politicker

SDR Manager and Consultant

I've got a few things here. A lot of it is common sense stuff, but all very important. I've mostly worked at startups and early stage companies so keep that in mind.

- Calculate out how many activities it takes to schedule one meeting. Multiply that by your meeting goal. Add 20%. There's your baseline activity targets.

- processes, processes, processes. Make sure all of your processes are clearly defined and crystal clear. If things aren't solidified from the start, you'll run into a million headaches down the line.

- Just because something is common sense to you, doesn't mean it will be to your SDRs. Sometimes you really have to get back to basics and explain everything out.

- Don't reschedule your 1on1's. Have a structure for it.

- Provide as many real-life examples of successful calls and emails as possible. Have a repository of successful cold calls and emails.

- Put yourself in there shoes. Literally. Make calls with them and enroll a few people in sequences

CuriousFox

WR Officer

🦊

Congrats to you!

Lots of great advice can be found via the search bar. 😉

Corpslovechild

Politicker

Inbound Sales Manager

DRINK A LOT!!!!!!! Joking, kinda. Make sure you are empathetic to the SDRs

Skiipbayless

Fire Starter

Your name is awesome

Corpslovechild

Politicker

Inbound Sales Manager

I am no god but thank you.

TennisandSales

Politicker

Head Of Sales

I always feel like a manager, especially SDR manager needs to be a great manager of PEOPLE.

you need to be good at the SDR role but its even more important that you can connect with the team and they look at you as a resource to doing their job well.

And not someone just counting dials and meetings.

TheIncarceration

Politicker

SDR Manager

is this a new company you're working at?

Skiipbayless

Fire Starter

It is!

SunTzu

Opinionated

Legendary Historical Figure

If you know the prospect and yourself, you need not fear the result of a hundred cold calls.

AessK

Politicker

SDR

Don't be an activity nazi that demands more dials/emails in a mass blast fashion. These hail mary recommendations will seriously burns out reps when they inevitably get shit results, not to mention sink your credibility. As mentioned above, get your elbows in the mud and get in the trenches to lead by example. Collaborate with other departments that actually speak with customers to nail down crystal clear business problems that your SDRs understand. Leverage that data and craft compelling outreach sequences and talking points for cold calls/discovery calls. I would also argue that you should make sure ops/marketing don't get in the way of your SDRs. I've wasted so many hours of my life micromanaging admin tasks, it's actually incredible - show that you understand operational bottlenecks and seek to find a solution ASAP. And then common sense stuff like helping with good copywriting, having patience/empathy, ect.

SgtAE

WR Officer

When speaking with your reps focus on things that move the needle and don't sweat the administration if you can. It drives me crazy when I'm 100 dials into a day and I get a message on slack "please check your inbound leads" and it's one goddamn linkedin ebook download from India.

There are revenue generating activities and non revenue generating activities, please don't hassle us on admin if we're getting out activities in and hitting targets, it's frustrating.

Gasty

Notable Contributor

War Room Community Manager

1) Output > Input (cut some slack on folks who're achieving their numbers and take a stand for them if they're not making "50 dials a day")

2) Conversion Ratios are HogWash (50 Dials --> 10 Pickups --> 5 Conversations --> 2 Meetings is nothing more than an oversimplification. Don't fall for this trap. Read point #1)

3) Work for the Reps to Work the Reps (SDRs are more sophisticated than ever today. best way to make them call is call in front of them. best way to teach them how to email is send some emails for them. don't be that leader who only barks)

FranchiseSalesQB

Politicker

Franchise Sales QB

This is easy, ATTITUDE+EFFORT=SUCCESS

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