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SaaS_Man

BDR - MANNY

Executive
Personal Narrative
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+4

Motivating your team

Quick text - How do you motivate your SDRs to pick up the phone and drive pipe when they're fully ramped.

Have a few that need a swift kick in the ass, but before I go full military on them, I thought I'd ask the wise bunch that is this forum.
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DevSomeBiz
Valued Contributor
5
Senior B2B Sales Guy.
If they're not motivated, then I think your comp plan is off.
UrAssIsSaaS
Arsonist
6
SaaS Eater
I dont think its that simple. Contrary to popular belief not every sales person (especially SDRs) are solely motivated by money. They needed to get started on their career and this was the path of least resistance.

Id take a second to understand why they do what they do, figure out where they want to go in their career and then map out how their day to day will help them move in that direction.

The SDR role is the bottom of the totem pole in any GTM org and just about everyone in that role wants to move up into something else. Ive never met an SDR that wants to be an SDR for life.

Everyone is motivated by different things and in different ways. Take the time to get to know your people and what makes them tick and its easy to push them.
Kosta_Konfucius
Politicker
2
Sales Rep
This ^
CuriousFox
WR Officer
5
🦊
@UrAssIsSaaSgot any motivational advice?
UrAssIsSaaS
Arsonist
2
SaaS Eater
See my reply to @DevSomeBiz
Sunbunny31
Politicker
5
Sr Sales Executive 🐰
Are they uncomfortable or lazy? Unable to take initiative, or unwilling to get started? Those are two different things, and will require two different "coaching" methodologies.
SaaS_Man
Executive
0
BDR - MANNY
Concise response: it’s remote BDR team that doesn’t want to make calls.

I don’t want to be the asshole who micromanages but I’m new to the BDRM role.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
So, I hate metrics - but sounds like you need to apply them to this team. They will need to get into a good habit of picking up the phone/sending the email/connecting on LI and getting those SQLs going.
antiASKHOLE
Tycoon
4
Bravado's Resident Asshole
I agree with @DevSomeBiz sounds like that are too complacent and comfy with what they are doing.
Gasty
Notable Contributor
4
War Room Community Manager
If it’s a skill issue, see if that can be worked upon or not.

If it’s a will issue, try and find out the why. Usually it’s around motivation.

If it’s both, the idea of going military ain’t too bad you know.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
If money or other carrots don't motivate them externally then you need to look at who you have hired. I wouldn't hire someone who's not an intrinsically motivated person.

So if you have a few simply not performing, perhaps the bottom person needs to go.
SaaS_Man
Executive
0
BDR - MANNY
They’re compensated pretty well and get commish on Qualified Leads, Practical OTE is around $70k, company will make you believe it’s $90k but that’s for another post entirely.
Fenderbaum
Politicker
2
Retired Choirboy🪕
Are you able to sit among them and set the example? Subtle but not so subtle. Or play, Hall of Fame – The Script ft will.i.am on a loop throughout the day in the office. Or like you said, maybe go Full Metal Jacket on the biggest LOP.
SaaS_Man
Executive
1
BDR - MANNY
It’s a remote team. Org is very millennial friendly.
Fenderbaum
Politicker
1
Retired Choirboy🪕
That explains it.
LordOfWar
Tycoon
2
Blow it up
Like others said, look inward first to confirm if they are just too complacent and comfortable, or if there is a skill/experience issue they are afraid of being uncovered.

If not, time to kick them in the ass.
Angusmacg
Valued Contributor
1
Territory Account Mgr.
Why not go full on transparency…Have a board with everyone listed and their stats (sales, quotes, # of calls, etc). This way they can see where they stand compared to others and may get a bit embarrassed if their performance is below average.
SaaS_Man
Executive
0
BDR - MANNY
I have that, even send daily emails on metrics and do spiffs but still doesn’t seem to motivate the people.
jefe
Arsonist
1
🍁
Where's @paddywhen you need him?
iamtheone
Executive
0
Enterprise SDR
Money and competitions. Whenever they do this at my company I start going all out.
sir
Executive
0
SDR
As a BDR, I’d be more motivated if my manager ever sat down with me and came up a plan with me to get promoted. Been doing this for a year and it’s just mundane work sending emails and pitching people on the phone all day. I’ve got more to offer to my company than just that, but not sure if that day will ever come. Great way to get into tech, but odds of being promoted (whether to AE or a different department altogether) are very slim.
AnchorPoint
Politicker
0
Business Coach
Solid 1:1s is the key - not motivation.

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