Obviously you want your SDR setting quality meetings with DMs but what kind of qualities and traits do you want from your SDRs?
I would love your feedback :D
BTQ
Question for sales leaders and AEs: What do you want out of your SDRs?
8
Common sense, attention to detail, communication skills (internal to colleagues/AEs, etc and external to customers/prospects).My best SDR/BDRs met with me on a regular cadence, and we collaborated on account plans and targets. If we found a motion that worked, we'd share it. Slack/Teams are great for quick questions and connections.
Coachable
Persistent
Creative
Determined
Persistent
Creative
Determined
Dedication, persistent, patience and love to accept feedback
Thick skin, realistic, also how have they handled adversity in the past?
Would be interesting to know what the best SDR in your org is doing and what the AE's think. I have dealt had SDR's in four different companies and the range is pretty wide in expectation and capability.
The thing that drives me crazy, is the SDR who indexes high on number of meetings but the quality is crap. As an SDR, you should be able to frame why the lead has agreed to a meeting - assuming getting meetings is the goal. In one place, the SDR is one step removed from me searching on Sales Nav and Zoom - confirm a warm body exists and their title
My ideal SDR understands my sales motion (assuming they are assigned to me). I don't want or expect 100% conversion rate - but I do want a decent conversation which winds up with discovery. If I am doing brass tacks pitching/introducing who and what our business does - that's not acceptable.
If you can share what your solution is, and what the expectation is in terms of quality/next step in an SAL delivered to an AE, I could provide a tighter answer
The thing that drives me crazy, is the SDR who indexes high on number of meetings but the quality is crap. As an SDR, you should be able to frame why the lead has agreed to a meeting - assuming getting meetings is the goal. In one place, the SDR is one step removed from me searching on Sales Nav and Zoom - confirm a warm body exists and their title
My ideal SDR understands my sales motion (assuming they are assigned to me). I don't want or expect 100% conversion rate - but I do want a decent conversation which winds up with discovery. If I am doing brass tacks pitching/introducing who and what our business does - that's not acceptable.
If you can share what your solution is, and what the expectation is in terms of quality/next step in an SAL delivered to an AE, I could provide a tighter answer
Thirst for knowledge and ambition -- I want them to force their way into an AE role if they want it by wanting to learn my job as they do theirs, not just settle for learning how to set meetings
Tenacious
Creative
Thoughtful
Resilient
Confident
Don't let this be an end all be all determinant, but one of my old directors asked me what books I read when she hired me. That was a big marker to her of someone who already is trying to better themselves / educate themselves.
Reading isn't for everyone but I think Mark Twain was credited with a quote, and I'm paraphrasing here... "Those who don't read have no advantage over those who can't."
Creative
Thoughtful
Resilient
Confident
Don't let this be an end all be all determinant, but one of my old directors asked me what books I read when she hired me. That was a big marker to her of someone who already is trying to better themselves / educate themselves.
Reading isn't for everyone but I think Mark Twain was credited with a quote, and I'm paraphrasing here... "Those who don't read have no advantage over those who can't."
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