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SDR/BDR Managers: A Call for Help

Fellow early career managers.


How are we keeping the squads energized and engaged? Any unique SPIF'S or team challenges that have been working? I am feeling a lack of creativity at the moment

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5
26GoingOn70
Contributor
Sales Development Manager
First of all, there are ALWAYS going to be normal ebbs and flows when managing SDRs, especially remotely. Try not to beat yourself up too much about it. A few things I've done that have helped the team boost a bit:

1. Put the meeting agendas in their hands. It's easy to maximize Zoom fatigue if people really just want to get to work. At the end of the previous day, I'll have them decide what they want to do in the morning.
2. SPIFs are always helpful - I've found that individual ones can create some resentment because it always rewards top performers, but you can pair your top reps with your bottom reps and that has a natural mentorship effect.
3. Self-deprecation/being silly can get folks out of a rut. I once had a team that I simply could not motivate. Showed up to our morning meeting in a onesie and the team was jacked up about it. Only downside was a bunch of people took pictures and made me their Zoom backgrounds, but worth it for morale!
DwightsEgo
Politicker
+3
BDR Manager
I like the agenda idea- put it on their plate. The time is all about them anyway, lets use it how they want.Β 
26GoingOn70
Contributor
Sales Development Manager
Sometimes also putting a meeting on with just them and having them run and nominate their own "captain" to report back to you can be good. Great way to get anonymous feedback from the team and also give them some bonding time.
Show 1 more replies
CuriousFox
WR Officer
+13
Senior Account Executive
I'm going to do this. I'll report back in a week.
sales101
WR Officer
+6
Head of Channel & Alliances
My manager and I recently ran a β€œbattleships” SPIFF, where each team got points for business closed, opps created and more and these translated to shots on the other team’s board (on excel)- was such a hit!
DwightsEgo
Politicker
+3
BDR Manager
I like that idea!! Can you elaborate a bit on the board? What did that set up look?



Β I am thinking you could have two 3 blocks and two 4 blocks blacked out vertical or horizontal with in a certain grid. Close a deal or whatever & get to take a shot and say G13. Standard rules apply.
sales101
WR Officer
+6
Head of Channel & Alliances
Pretty much. So each team got to β€œhide their ships” with X’s on excel, which was 2 x 2 squares, 2 x 3 squares and a 4 and a 5 square, and then we put all the writing in white on excel and when they guessed say, G13, we highlighted the square to see if there was a X written there, and then standard rules from there!
Re
RedLightning
Politicker
+7
Mid-Market AE
Not a manager, but I've had some great ones. We would do some negative spiffs/contests. Most hangups in an a day most xyz objections. It was a really fun flip. Instead of the negatives that tend to put BDR's down or make them nervous to pick up the phone, we were excited to "lose" and ready to move onto the next one.Β 
DwightsEgo
Politicker
+3
BDR Manager
interesting take- I like the reverse mentality flip there. Accept it, its part of the job.Β 
Re
RedLightning
Politicker
+7
Mid-Market AE
Yeah, it promotes the process. A huge issue with any spiff is the same people win over and over so you need to balance the contests. People will hit a point where they think they can't win and then the whole point of the spiff is gone
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