building a high performing sdr team
TRANSCRIPT
![Page 1: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/1.jpg)
Building a High Performing Sales Development Team PRESENTED BY PATRICK PURVIS
![Page 2: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/2.jpg)
DiscoverOrgContact Data | Org Charts | Trigger Events
![Page 3: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/3.jpg)
The Goal of an SDR Team “One of the biggest productivity killers is lumping together a mix of different responsibilities (such as raw web lead qualification, cold prospecting, closing, and account management) into one general ‘sales’ role. This creates significant inefficiencies” – Aaron Ross (ran the business development team at Salesforce.com and grew it to $100M in revenue)
Even the champion of Inbound relies heavily on an outbound SDR team.
It’s really about Specialization and by using it, seeing multipliers in efficiency and effectiveness
![Page 4: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/4.jpg)
Steps for Building an SDR Team
•Hiring •Compensation •“Cooperative Competition” •Tools •Data
Before Interview Process: 25% Retention Rate
After Interview Process Implementation: 80% Retention Rate
![Page 5: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/5.jpg)
Hiring Outstanding Sales Development Reps
•Job Posting
•Phone Interview
•Cognitive Assessment (we use
Omnia)
•Panel Interview
•Mock Demo
![Page 6: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/6.jpg)
Incentivizing Performance for Your SDRs
Pay for performance, but focus on what your SDRs have control over.
•Quantity – How many dials they make leads to number of demos set •Quality – Cherry pick the best fit leads
End result: pay per meeting COMPLETED
![Page 7: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/7.jpg)
Encouraging “Cooperative Competition” • An SDRs job is to grind – they better LIKE coming
to work • Your first hires are the most important – they
create the entire team culture • Look for competitive people who are intellectually
curious - they’ll be both driven to get better by seeking out help, and be willing to give it in exchange
• Recognize their contributions, not as a side note, but in meaningful way
![Page 8: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/8.jpg)
Leveraging Technology for SDR Success
![Page 9: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/9.jpg)
Above all, feed them Data Without clean, accurate data it doesn’t matter what else you do – it will fail.
Bad Data = Not knowing who to target
Bad Data = Sales reps doing all their own
research
Bad Data = Marketing confusion
![Page 10: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/10.jpg)
“Why Waste Precious Time?
Salespeople spend fewer than 45% of the time actually selling.”
![Page 11: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/11.jpg)
“The Bottom Line
On average, companies are spending $32,000 per year per sales rep
to collect BAD data. ”
![Page 12: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/12.jpg)
Specialized Sales RolesSpecialize your four core sales roles.
Inbound leads (from webinars, word of mouth, SEO) go only to inbound sales team.
2. Inbound
Reps
1. Outbound
Reps
1 & 2: Sales Development
(Qualifiers)
3. Account Executive(Closers)
4. Customer Success / Account Manager (Farmers)
Qualified Opportunities
New Customers
![Page 13: Building a High Performing SDR Team](https://reader035.vdocument.in/reader035/viewer/2022062412/58f26c0e1a28ab60658b45b3/html5/thumbnails/13.jpg)
Thank You for Joining Us! Contact DiscoverOrg
805 Broadway St., 9th Floor Vancouver, WA
[email protected] 360-783-6807
Contact Data l Org Charts l Trigger Events