Grooming SDR Allstars

Managing your team

Begin with the end in mind

Hiring

Incentives

• Closed vs. Handoff

• Track metrics and reward (+) & (-)

• Encourage competition

It’s okay to be the bad guy.

Scoreboards Matter

Scoreboards Matter

Scoreboards Matter

SDR reps are the

future of your sales

team.

“If your young, hungry reps feel that they are

appreciated and being watched closely they will

run through walls for you.”

Training Tips / Tricks

Begin with the End in Mind

The goal is never to make calls… it’s not

to get handoffs…

The goal is to drive sales

Prospecting

Mindset

Where to get the leads?

• Bad leads help reps want to find the good leads!

Get Inside the Customers

Mind

Get Inside the Customers

Mind

Get inside customers mind

Where are your prospects already going to find

what you can offer?

How to reach them

Messaging:

Speak the DM’s language

Short, sweet, to the point

Add value. “What’s in it for me?”

The “mobile test”

Other prospecting hacks

• 5x5 reach out

• “multiple choice rejection”

• mess with subject lines

• change capitalization, grammar

• a/b test everything

Remember:SDR reps are the

future of your sales team!

(Treat them like it)