data.com connect presents: ralph barsi - hiring & attracting top sales talent
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HIRING FORTHE MODERN SDR
Ralph BarsiSr Director, Sales Development
in/ralphbarsi @rbarsi
#connectwebinar
75%of employed Americans
are actively lookingfor another job
Source: Jobvite, bit.ly/jobvite-survey @rbarsi#connectwebinar
75%of employers
struggle to attractthe top people they need
Source: OfficeVibe, bit.ly/officevibe-stats @rbarsi#connectwebinar
What you seek is seeking you
Quotes: Rumi, Ralph Barsi @rbarsi#connectwebinar
Work hard to be the best, andyou will attract the best
@rbarsi#connectwebinar
bit.ly/HiringSDRs_Betts
BettsRecruiting.com
Carolyn Betts
Team up with the best (to find the best)
@BettsCEO
Set expectations in the recruiting phase
#connectwebinar @rbarsi
Reputation must precede youConstantly build the brand: company, SDR’s, & you
Another great quarter! Go Giants!
@rbarsi#connectwebinar
Once you find them, SDR’s want to grow~2 years! So much to do, such little time (Onboarding & Development)
1. Assign a mentor (senior rep) AND a buddy (peer)
2. Illustrate inbound & outbound, through a playbook
3. Provide enablement tools that help SDR’s win
4. Continually train the team (certifications rule!)
5. Send SDR’s to the field (sales calls w/ AE’s, events)
6. Elect a “shop steward” – this breeds leadership
7. Team meetings: Weekly + agenda + brief (<30 min)
8. Show them a CAREER PATH (Ding! Ding! Ding!)
@rbarsi#connectwebinar
Show SDR’s a lighted path…Year 1
Master Sales Development
Year 2Prepare to become an AE
One-year anniversary
meeting!~
*Retrospective**Hat in the ring?*
*Dialogue*
Month 1-6 Month 7-12 Month 13-18 Month 19-24
Hit ramp-up goalsComplete formal onboardingConnect w mentor & buddyLearn ICP, competitive landscape Get certified on deckStrategize w AE’s (territory plan)Learn sales enablement toolsBuild social brand & presenceLearn inbound & SLALearn outbound cadenceWork w sales intelligence toolsApply methodologies (JB, Challenger)
Hit monthly goalsShadow 3 different deptsSocial selling cadence Plan field eventsDevelop business trip acumenArticulate pricingParticipate in forecasting calls Attend x Discovery calls per monthReceive certification on customer stories (min of 5)Prepare & deliver QBR’sJoin 2 industry associations or groupsRead Exceution, Good to Great, & Agile Selling
Comprehend RFP componentsTighten alignment w AE’s
- 2 onsite visits / month- Complete 1 co-piloted deal
Coordinate 1 territory event / qtr.Work w Sales Enablement
- Forecasting- Territory assignments
Lead 4 or more lunch ‘n learnsMentor 1 SDR that achieves qtr. goalGet certified on 10 customer stories
Demonstrate proficiency in:- Qualification- Discovery- Objection handling- Pricing discussions- Negotiation- Territory management- Coordinating field events- Presentation (1:1, group)- Inbound, outbound- Branding, social selling
This is an example for a hybrid SDR
@rbarsi#connectwebinar
If you STILL struggle to find ‘em
This tweet got referrals within 1
hour. 3 weeks later, the role
was filled.
Out of frustration over candidates, this article was
published.
Source: bit.ly/NailSDRInterview