fidelcashflow

Account Executive

Valued Contributor

SDR <> AE Relationship/Plan

How should I go about my SDR relationship?

We have a small org and the sales director doesn't do much for the SDRs. I basically feel like I am my SDR's manager. In my last role my SDR was highly managed by the SDR team. Cadences, metrics, lead generation, tactics, etc. all managed by a team but now I am that person. I'm used to it being a colleague relationship where we kind of work for eachother, not a direct report relationship.

Main Q's:

- What should our 1:1 consist of? Normally we just talk shop, give feedback, strategize. I feel like it is somewhat stale.

- What can I be doing for my SDR? I hate asking them this question.

- How often should we chat? We have a weekly 30min 1:1 but I've seen other teams that meet twice a week, can't imagine why.

- I like to outbound so how should we manage that notion when we share accounts? I don't like the idea of two people working the same account but I'm open to that if there is a way to make it work.

Thanks in advance! (and sorry but having a director that provides no overall strategy is tough)

✍️ Sales advice

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Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

You're kinda doing what I would recommend. Set regular communications cadences, help with their mentoring, etc. Just be there and provide some direction.

TennisandSales

Politicker

2

Head Of Sales

1. Agenda for 1 on 1: what objections are are getting on the phone that you are having issues with? what emails need to be reviewed to make ure the content is good?

2. Provide them with accounts they should go after, or a process for identifying accounts, or provide them contacts in accounts you want them to call.

3. Meet 1x a week 30 min.

4. I would have one person do out reach per account. its just the easiest way. you COULD have you reach out to high level roles and the SDR focus on low level roles, but then getting feedback from them on what htey heard is another process you need to worry about.

Diablo

Politicker

2

Sr. AE

I liked the first point so much, it’s helping them improve across all the communication channels not just what they speak!

fidelcashflow

Catalyst

2

Account Executive

Not sure how I didn't think of #1 shit. I do find accounts and assign them to my SDR. Before I do that I prioritize them and add notes to it + add contacts and data to said accounts.

Overall, thank you so much! Going to start making some changes.

Maximas

Tycoon

1

Senior Sales Executive

I second this, nice points you made tennis.

Gasty

Notable Contributor

2

War Room Community Manager

𝐖𝐡𝐚𝐭 𝐬𝐡𝐨𝐮𝐥𝐝 𝐨𝐮𝐫 1:1 𝐜𝐨𝐧𝐬𝐢𝐬𝐭 𝐨𝐟?
Talk about 3 things: One: Planning the week, month, and quarter. Two: Breaking it down into clear action items. Three: Prioritizing output over input. Refrain from getting things done by saying things like "the company wants X or expects Y from them". At this moment, you are the company for them. Additionally, touch upon non-work related stuff. Super important! I love the questions listed by @detectivegibbleshere.

𝐖𝐡𝐚𝐭 𝐜𝐚𝐧 𝐈 𝐛𝐞 𝐝𝐨𝐢𝐧𝐠 𝐟𝐨𝐫 𝐦𝐲 𝐒𝐃𝐑?Give them the freedom to work their way, as long as they stay accountable and responsible. Just like you, or anyone else, your SDR also wants control over their actions n life.Tell them like a broken record that you won't care about how many calls they're dialing, or emails they're sending, as long as they're getting shit done.

𝐇𝐨𝐰 𝐨𝐟𝐭𝐞𝐧 𝐬𝐡𝐨𝐮𝐥𝐝 𝐰𝐞 𝐜𝐡𝐚𝐭?
Mondays - to set up expectations for the week. Document the Action Items. Fridays - to review the deliverables in the week, and plan the next one. Every now n then on slack for them to know you've got their back. You'd be busier than they are but don't use it as an excuse to not be checking up on them.

𝐒𝐡𝐚𝐫𝐢𝐧𝐠 𝐀𝐜𝐜𝐨𝐮𝐧𝐭𝐬? I like @Sunbunny31's idea. You can divide it by the seniority of titles. CC each other in every email sent to a shared account. The accounts you break into together would kick you like no commission or incentive ever could or would. It's ok if Harvey doesn't trust Mike for big deals initially. He eventually will.

Finally, if deliverables are not met by them consistently, be ready to put on your micro-manager hat and dive into their input numbers.

detectivegibbles

Politicker

1

Sales Director

Sounds like you're doing a pretty good job so far.

What does your weekly 1on1 look like?

Some questions we run through in my 1on1:

Biggest wins from previous week?
What are you optimizing?
What are you most excited about?
Any failures to talk through?
What's taking up most of your mental energy?
Any hard conversations you need to have?
Where can I hold you accountable more?

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

If you are outbounding to the same account, divide up by title. I have taken VP and up, leaving Director/Manager to my BDR/SDR. You can work off the same theme for the account, but tweak the messaging to match the role.

Justatitle

Big Shot

0

Account Executive

Only item I would add is occasionally have the 1:1s not be work related and allow it to be a time to talk about whatever you want.

CRAG112

Valued Contributor

0

Account Executive

Be their partner, not their boss. It's not that it is or isn't your job to tell them what they need to do, it's about you needing each other to be successful.

If that SDR becomes more successful because of you and vice versa, there is no loser. Not to mention a super motivated SDR will keep your calendar booked, leaving you the opportunity to prep fully and get em closed.

Work Smart. Work S-Mart.

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