js2458

Enterprise SDR

Valued Contributor

Moving on up - stats + thoughts

Hi all - just moved up from being a SDR to a full cycle AE a few days back and wanted to share some stats and ask what could be changed:

Time spent as SDR ----- 3 Months

Meetings booked - 112 (shattered a company record here so p happy about that)

*102 from Calls

*2 from LinkedIN

*8 from Email

Total calls made - 10,274 (another record shattered)

Deals from meetings - 2 (3 contracts are out tho so looks like eventually 5 fingers crossed)

Deal Mediums:

** 1 from LinkedIN

** 1 from Email

** 2 from Cold call

** 1 from combination of methods

So, the concerning thing for me ofc is number of deals from the amount of cold calls I made. I broke both the meetings and calls record by about 2.5x which was cool but I didn't do much better in terms of deal conversion than others on my team did. The cold call script is not super truthful - which I assume is why the deals are much lower - but it's interesting to see how huge of a difference it makes. Wondering if it's better to just specialize in emails and LinkedIN even though I am best in the phones as I move into a role where I am not rewarded based on number of meetings I setup...

Thoughts?

😝 cold callingss

💯 Promotions

7

12 comments

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BmajoR

Arsonist

3

Account Executive

You are rewarded for closing deals, which come from meetings you set up. So, keep doing what you were doing but have a sharper eye for value. Be more thoughtful of what you're booking now that it's for yourself.

GDO

Politicker

0

BDM

Exactly. These deal numbers are too low to make any conclusions.

Also once the meeting is booked it does not matter anymore through which medium it was booked.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

3 months isn’t very long. You basically showed you can sprint but do you have endurance? That would be my concern.

Your call to meeting to deal ratio is also very low in my opinion. Again, you sprinted but can you manage the longer sales cycle. And will you actually be able to stick it out when the going gets tough? You played a numbers game and it happened to work out.

And how will you deal with fixing the problems caused by the call script as an AE? That worries me too.

Congrats on the promo, that is always nice.

js2458

Politicker

1

Enterprise SDR

All of what you mentioned concerns me too - we were incentivized as SDRs to go about it on a quantity>quality approach. Issue is you kind of need both, especially in our industry - our product is one that the CEO or at least CRO/CMO needs to get their eyes on to have a shot of closing the deal. So, if I’m setting up anyone who is lower than that level - and even sometimes the CMO first before pitching the other two titles - likely not gonna be a deal.

Problems caused by the call script r difficult too bc I am cold calling more than most…as such, worried that I will get less deals just bc of trust alone.

oldcloser

Arsonist

1

💀

My take: The longer you’re with the org the more refined your sense will become as to what a really qualified lead looks and sounds like. You’re a phone beast. And that will serve you well. From this point, look to learn the signs of a very qualified prospect.

You’ll learn the tells as you continue. Now you’ll understand the entire picture. Likely you’ll disqualify more often. Just be open minded and self critical. Replay the tape after a bad call. You’ll get it. I would t be concerned.

Kosta_Konfucius

Politicker

1

Sales Rep

So if you are really good on the phones, I wouldnt stop using them. However, try to learn how to be better at emails and linkedin so you get the people who dont pick up the phone

Revenue_Rambo

Politicker

1

Director, Revenue Enablement

💯 Do not Do not Do not back off on the phones. Just get better at other mediums.

pirate

Big Shot

1

🦜☠️ Account Executive

Focus on personalizing the calls and emails. Remember what got you to AE, won't necessarily get you to next place. You need to adapt, change... Do your best. Any other AEs you could talk to?

Revenue_Rambo

Politicker

0

Director, Revenue Enablement

Congrats on moving the AE.

Now here is the first revelation for you. Your just at this point hasn’t really changed. You still need to get out, make the calls, and prospect.

The difference now is that instead of punting to an AE you are keeping that opp. So all the borderline BS you used to push up to make a number stops and you nurture that contact until is pipeline worthy.

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

It’s a new role, but you are not the first person to make the move. The motions are different - now you’re going to have to manage a sales cycle and close business. But again, you’re not the first person to make the move. If it’s possible to shadow an AE (or more than one) at your company to get a feel for how to manage, you’ll be in better shape for having seen it in action.

But you’ve got this. You have excellent drive.

Justatitle

Big Shot

0

Account Executive

How do you sustain it now? Flash in the pan sucks as a feeling, not saying this to demotivate you, much the opposite.

CuriousFox

WR Officer

0

🦊

This isn't an accurate amount of time for a test imo

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