No Context, just pour it in!
What do you wish was better in life as a SDR/BDR?
9
that companies would understand that ppl buy software differently now.
the role of the SDR and the expectation needs to change and not be held to stupid metrics that were created in 2012
the role of the SDR and the expectation needs to change and not be held to stupid metrics that were created in 2012
For real! While I would never elect to remain an SDR throughout my career, it should be an enticing option to folks that are good at it and could enjoy it.
A great SDR should be coveted as much as a great AE. Hell, an amazing SDR can carry the weight of a less than superb AE.
Unfortunately, nearly all great SDRs want to get the hell out of the position and become an AE because of the dumb ass metrics and second class treatment by management.
Some great SDRs don't make great AEs and a lot of great AEs made shitty SDRs. The move to AE isn't exactly a natural progression so much as an escape. They want the better pay and better treatment of being an AE but when you lose that SDR you lose a lot of momentum in pipe generation.
A great SDR should be coveted as much as a great AE. Hell, an amazing SDR can carry the weight of a less than superb AE.
Unfortunately, nearly all great SDRs want to get the hell out of the position and become an AE because of the dumb ass metrics and second class treatment by management.
Some great SDRs don't make great AEs and a lot of great AEs made shitty SDRs. The move to AE isn't exactly a natural progression so much as an escape. They want the better pay and better treatment of being an AE but when you lose that SDR you lose a lot of momentum in pipe generation.
I completely agree with you. I believe that most software businesses suffer today because they havenโt taken the time and investment in building a truly efficient and effective lead generation engine, and clearly good SDRs are a crucial component in that. Most companies just start hiring a bunch of AEs without thinking about how youโre gonna generate lead for them. Thatโs like building a hospital without building a parking lot and access road - it wonโt help. Youโre building a huge organization on a very weak foundation and eventually those AEs will run out of existing contracts to call on and desperation will set in and it will penetrate your entire organization. Yes, AEs should also generate their own leads, but if you think they will generate enough be themselves to make their quota quarter over quarter, you are kidding yourself. Donโt believe me, just Google average quota attainment in SaaS and it will speak for itself. If you havenโt figured or out how to generate a steady stream of leads, donโt hire a bunch of AEs. Hire maybe one and invest the rest in building your lead generation engine, including good SDRs and the right tools and programs for them to succeed. Once you do that and your existing AE(s) canโt manage all the opportunities, then hire more AEs - or even better hire from your pool of SDRs. Itโs much cheaper and as a bonus you can get that SDR to train the replacement - no brainer!
What do you think would be the metrics for SDRs today?
so i dont know the exact metrics because i think the market and segment make a big difference.
but i think there needs to be more focus on results and less focus on activity.
making SDRs do 100-120 dials a day is stupid and not helpful.
also I think there could be a case to be made to pay SDRs differently for different accounts. If you have a short list of Key accounts, a meeting with that org could be worth more than some of the smaller accounts.
but i think there needs to be more focus on results and less focus on activity.
making SDRs do 100-120 dials a day is stupid and not helpful.
also I think there could be a case to be made to pay SDRs differently for different accounts. If you have a short list of Key accounts, a meeting with that org could be worth more than some of the smaller accounts.
I agree with you. As long as you get to the results weโre looking for, I could care less how you got there. Anybody who focuses and activities should look up Goodhartโs law. Hint, youโre wasting your time. The focus should be on qualified pipeline and revenue not much else. Then you have strategy and coaching sessions where you discuss what are the actions you can take to drive those outcomes, which as you said will differ from market and solution.
yeah I would agree. I think part of SDRs jobs are moving towards marketing as well.
Currently they are rewarded when someone they connect with is looking to or able to buy RIGHT now.
But going forward I would like to see rewards for CREATING demand for the product. not just capturing the demand that is already out there
Currently they are rewarded when someone they connect with is looking to or able to buy RIGHT now.
But going forward I would like to see rewards for CREATING demand for the product. not just capturing the demand that is already out there
100% agree. Iโm a sales rep, I am my sdr and AE. Now my company is hiring SDRs so probably is going to change. But On a normal day I reach and exceed my quotas of appointments booked in roughly 2 hours? I make 40/50 calls and usually get 2 apps. However my bosses reach out to me because I am not calling at 4pm, or that I should make 60 calls instead of 50 per day and should keep me busy from 10 to 5pm ๐
This behaviour has bad outcomes, meaning Iโll quit shortly.
This behaviour has bad outcomes, meaning Iโll quit shortly.
yeah this is EXACTLY it.
if you hit goals then good for you!
Metrics and working hours (if salaried) should be guidelines.
if you were only making 40 dials and not calling after 4pm and MISSING quota then managers have a reason to come in and ask you to do more.
keep doing you and if it get too much then find a better job.
if you hit goals then good for you!
Metrics and working hours (if salaried) should be guidelines.
if you were only making 40 dials and not calling after 4pm and MISSING quota then managers have a reason to come in and ask you to do more.
keep doing you and if it get too much then find a better job.
More pay when I was a BDR.
Agreed with @antiASKHOLE the amount of work and energy I put in as a BDR was immense
complete ban on ๐๐๐ฌ๐ก๐๐จ๐๐ซ๐ ๐ฆ๐๐ง๐๐ ๐๐ซ๐ฌ.
I never was in this role ๐คทโโ๏ธ
More pay and better metrics
More commission that's related to metrics
More calls isnโt good advice
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