Kosta_Konfucius

Sales Rep

Acclaimed Answer

"Just Need To Up The Dials"

Especially as we approach the season of "Lets Reconnect in the New Year". It can be extremely difficult to set meetings, however its rare for companies to lessen the expectations of number of net new meetings set and pipeline added to the CRM. Plus with numerous budgets frozen and additional approval needed to for purchases, I have a feeling the next month is going to be a struggle on the phones.

Unfortunately, the typical solution given by sales leaders when you haven't set anything new is to "Just up the dials" or "send more emails" and I am very curious on ways to overcome that statement in 1:1s.

I am always making sure my outreach is high compared to the org, but don't want to be putting out SDR numbers since that's basically the feedback I get when I am looking for coaching.

I have been trying to find a nice way to say "I am not a SDR I am not doing 300 calls a week, since I don't want to do that"

Curious how everyone else handles this feedback when the phones have not been doing the trick?

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13

28 comments

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CuriousFox

WR Officer

8

🦊

Keep it positive by saying the other forms of communication you've ramped up in addition to calls. Emails, calendar invites, site visits, snail mail, carrier pigeons, etc.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

This sounds like the most reasonable approach. And I hope you do find some companies willing to engage and set something up with you for 2023.

Kosta_Konfucius

Politicker

3

Sales Rep

Thanks for the advice! I am sure I will find something, but its all about managing expectations since numbers will most likely be down

Mobi85

Politicker

5

Regional Sales Manager

@Kosta_KonfuciusI also put that on the management team and they should have an understanding of what occurs at this time of year. They should also be doing a better job of forecasting and understanding that much of November/December is spent in the blackhole of holidays and vacations.

That is the reason behind forecasting and budgets is to look at it from a 1000' view and understand there will be peaks and valleys and to set your budgets accordingly. If the activity is happening but due to circumstances outside of your control deals aren't closing that should be budgeted and looked at. Any company that expects to see the same results in November/December as say June/July may be crazy. That is just my 2 cents on it.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

You are right. Seasoned sales leaders will take that into account - they'll know the lulls and have set internal expectations appropriately.

I understand that business doesn't stop and can't stop, but it's very unrealistic to expect the volume to be the same. That's why good sales leaders push to have everything tied down before Thanksgiving week (for US companies).

Kosta_Konfucius

Politicker

4

Sales Rep

You would think but given as an org we aren’t at our number, I think this is causing there to be little wiggle room during the holidays

Mobi85

Politicker

3

Regional Sales Manager

Yea that is tough, and tough position you are in. Sorry to hear it and this shall pass in short time.

Diablo

Politicker

3

Sr. AE

Perfect pitch!

ThatNewAE

Big Shot

2

Account Executive - Mid enterprise

Where can I find these pigeons? Thanks, asking for a friend.

CuriousFox

WR Officer

4

🦊

Your local shady alley. Ask for Gary.

TennisandSales

Politicker

7

Head Of Sales

300 a week? as an SDR i had to do 150 per DAY during the holidays!

Sunbunny31

Politicker

8

Sr Sales Executive 🐰

...uphill in the snow both ways? ;)

Kosta_Konfucius

Politicker

3

Sales Rep

Thats part of it too, is uping the dials during the holidays one of the solutions since it is a numbers game

TennisandSales

Politicker

1

Head Of Sales

umm always!

TennisandSales

Politicker

2

Head Of Sales

i never understood the whole uping dials during the holidays. it just seems counter intuitive.

Mobi85

Politicker

5

Regional Sales Manager

I read that in an old person voice and was waiting to hear how back in the day your route to the office was uphill both ways in the snow barefoot.

Not as an SDR but in telemarketing our goal was 100 dials per day minimum.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

You and I had the same exact thought.

TennisandSales

Politicker

2

Head Of Sales

hahaha this is exactly how i typed it too!

antiASKHOLE

Tycoon

3

Bravado's Resident Asshole

Back when I was a young BDR I had to do up to 200 calls a day standing on one leg and with one eye closed.

Mobi85

Politicker

1

Regional Sales Manager

@antiASKHOLEbarefoot in a snowstorm as well?

antiASKHOLE

Tycoon

1

Bravado's Resident Asshole

While being whipped. Exciting stuff really.

Maximas

Tycoon

2

Senior Sales Executive

Sounds reasonable for an SDR!

jefe

Arsonist

5

🍁

Just 10x those dials and it'll all be gravy. Right?

CuriousFox

WR Officer

4

🦊

"I have a hot wife." 🤣

Kosta_Konfucius

Politicker

1

Sales Rep

It’s honestly insane how many managers I had you would agree with this

activity

Politicker

1

VP, Business Development

Just keep smiling and dialing... Grind through the holidays. It may seem fruitless now but during Q1 you're going to have large pipeline to go back to that you reached out to during the holidays. Also, sometimes you just reach out at the right time to the right person during this season.

IYNFYL

Politicker

1

Enterprise SaaS AE

Was told the same way that if I want to do better continue with the dials…however the only person on our team at 100% only makes 5 dials a week

FoodForSales

Politicker

1

AE

"Just work harder"

Says the person who never carried a bag.

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