Hey Sales Savages,
Happy Friday! I am the first sales rep startup which just recently hit 1MM ARR in 11 months and working on moving up market since we're crushing the SMB and Mid-Market side but as you all know SMB leads to churn so we're focusing on bigger deals now and competitor switches.
I currently have 2 SDRs and aren't the best. They continue to not hit metrics and their manager is a marketing guy that's never sold. It's frustrating to see the lack of performance and the team just bought zoominfo which they said would help. I do have quite a bit of sway in the org so I was thinking about proposing on putting both on PIPs and hiring a new team but don't want to make mistakes. So what are some skills I should look for in SDRs and make sure they're trained up and executing ASAP. We do have some budget constraints so that maybe the big issue but I've always been able to do more with less.