The War Room
Discussion
Post

How to deal with a shitty SDR

My SDR set 5 meetings for me last month. To this you say what?

๐Ÿฑ Off-Topic
๐Ÿงข Sales Management
12
Stringer
Arsonist
+8
SDR
Jared is that you? I actually set 6 you ass....
Stringer
Arsonist
+8
SDR
I'd setup a cadence they have to follow. Calls, Emails, set standard KPI's so that you have better grounds to fire him rather than saying, you only set 5 meetings.ย 
LordBusiness
Politicker
+8
Chief Revenue Officer
๐Ÿ˜†๐Ÿ˜†
Salespreuner
Big Shot
+11
Regional Sales Director
๐Ÿ˜ that was straight on!
BCD
Politicker
+6
BDR
๐Ÿ˜ญ
SgtSDR
WR Officer
+7
Business Development Representative
SDR here, I want to make a point that for a lot of us the SDR AE relationship is critical, and if it's left to wither it can end up in a "too far gone" state.ย 

Keep in mind SDR's are known for company hopping when they are either:

1. Not given the promotion they are promised in line with their expectation
2. Aren't given the proper support/they aren't aligned to the culture.

Generally speaking, two things occur that change the way my relationship with my AE or performance changes drastically.

1. I get a new AE
2. I get put on a performance plan

Now neither of these are within your control as an AE, but a move that I would recommend that I've never personally seen an AE do is:

- Bring them into a meeting, constructively call them out, and start to nurture a better relationship with them. A lot of SDR's deal with imposter syndrome, call reluctance etc. We're young kids selling complex products to people who usually have decades of experience doing what they do. Adding a muddy relationship with their AE who's on the same team as them and is aligned to their goals and best intent as well and you've got yourself a self fulfilling prophecy.

Personally i'd make a decision as to whether this SDR is too far gone in your books, if so, hit up their manager and recommend a PIP, then see where it goes. Otherwise, bring them under your wing, see what's got them down and nurture the relationship so that they're aligned to your goals. First thing I would focus on is fostering communication. I'd rather be able to go and ask a million questions to my AE and feel comfortable than not be able to ask anything at all because i'd feel stupid, from there the relationship can be made better.

Just my 2 cents from an SDR perspective.ย 
Salespreuner
Big Shot
+11
Regional Sales Director
very useful information, PIP works, worst cases!
kgotti
Opinionated
+2
Key Account Executive
I have a shitty unmotivated SDR as well and I was lucky to get a meeting a month. So what I did is look at the tools he had and filled in the gaps where he was lacking. His two problems- no idea what title would be good or bad, and what messaging would be right for said person.ย 

So I helped him by picking a target account did research on them, used LeadIQ to build out large lists of good contacts at the account, and sent those lists to him. I created sales loft cadences and he just put the contacts in the cadence. Once we got a few meetings out of it he was more motivated and was able to follow this process for other accoutns.ย 
saygrace
Valued Contributor
+5
Sales Executive
Golden.
CoorsKing
WR Officer
+11
King of the Coors Knights
I wish I got 5 qualified meetings a month from mine
CadenceCombat
Tycoon
+13
Account Executive
Yeah, honestly. Iโ€™ve never worked anywhere where SDRs were producing this much. 5 qualified meetings a month sounds amazing haha but its all relative, I suppose.
Indakitchenwhippin
Politicker
+4
Channel Sales
Idk where youโ€™re working but SDRs are expected to send up way more(Read more than triple that) than 5 a monthย 
saygrace
Valued Contributor
+5
Sales Executive
I miscounted. It was actually 4. They need to be booking 20 a month.
wahmsales
WR Officer
+10
SDR
Why haven't they been fired?
champchamp
Catalyst
+5
Enterprise Sales Development Representative
What do you sell? Ive never heard of any quota that high. 10 is high for Enterprise, as it is usually 8.
cw95
Politicker
+6
Pricing Executive
I sell a very niche SaaS product and expected to get 15/20 p/m. I have met that before, but the numbers are just pulled out of thin air and it's only until you call it out that it changes.ย 
CuriousFox
WR Officer
+11
Senior Account Executive
Have a one on one meeting with them. Ask them how you can help. Maybe include them on your calls with the client so they can experience what you're going through.ย 
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
That's bad for you!?!?! What do you sell?!
Dig
Valued Contributor
+6
Head Prospector
I hear Corporate Bro Cameo videos can be motivational. Try that?ย 
DadFather
Politicker
+5
Enterprise Account Executive
5 isnโ€™t bad... SDR got two last month..

Iโ€™m a new field rep trying to work with a โ€˜tenuredโ€™ SDR. I sat down for almost 2 hours breaking down a list how Iโ€™m going to target individuals and how we need to work together. Ended up offering them a $50 gift card for a meeting that had a solid follow up call. Definitely got them to perk up and dial. This gave them an incentive for quality meetings instead of the quantity. We will see how it goes!ย 

DadFather
Politicker
+5
Enterprise Account Executive
*5 isnโ€™t bad assuming they work with multiple reps getting 5 a piece.. if not thatโ€™s tough
softwarebro
Politicker
+4
Director of Sales
Whats is their monthly quota? How much tenure do they have? need more info.ย 
LoneMaverick
Opinionated
+3
Strategic Account Leader
I don't ย have even get that in a quarter...
LordBusiness
Politicker
+8
Chief Revenue Officer
Zero. Weโ€™re a no SDR shop.ย 
CaptainQualification
Praised Answer
+1
VP of Sales
Does the SDR only report to you and are you responsible for their output?
saygrace
Valued Contributor
+5
Sales Executive
No. They have a SDR manager.ย 
NorthernSalesGuru
Politicker
+5
Account Executive
Ask them if they know what a Starbucks card spiff is
awesomepayables
Old School Bravo
SDR
It's all relative. Some SDR quotas are 5 (or less). What is their quota?
Brando
Politicker
+7
SDR Manager
Is this an off month, or a consistent pattern?ย 
JuicyKlay
Politicker
+9
AM
You have to hand hold them until they know what they're doing. Give them messaging, structure, and goals.
Chep
WR Officer
+10
Business Development Team Lead
Every company has different standards for how many meetings they want their SDRs to set, but if I set 5 meetings in a month usually I'm pretty happy with that.
Machine
Politicker
+4
Enterprise AE
Many would say that is AWESOME! It all depends what is standard baseline for your company. Highly transactional, mid market, complex enterpriseโ€ฆ all will have varying expectations for BDRs.ย 

Mindset change - if you want to be a top 5% AE, you own your book of business and prospect to set your own meetings. Anything a BDR gets is gravy on top.ย 
Lambda
Politicker
+6
Sales Consultant
Can you work with another sdr or do you have one assigned?ย 
Sp
SprayAndPray
Sr. Account Executive
Thankfully I donโ€™t have to deal with this because Iโ€™m at an amazing company with no BDR/SDRs. We also have a stellar marketing team that produces 2 inbound meetings per rep/quarter.ย 
de
deathsalesman
Good Citizen
+2
Account Executive
Talk to the SDR, asking what they are having trouble with specifically and provide guidance from your years of experience.
2
BDR Backroom Deals
Discussion
9
Have you dealt with BDR politics for quality leads?
Co
+7
uncorpse , ย  CommissionVampire , ย  aiko ย  and 7 people voted
*Voting in this poll no longer yields commission.
13
Getting your SDR to think like an AE
Question
26
11
Brought in $4,000,000 deal as SDR
Question
14