HOW TO BUILD A HIGHLY ENGAGED & MOTIVATED SDR TEAM Every SDR knows the feeling. The end of the month is quickly approaching and they haven’t come close to hiing their quota. This is when frustration and burnout start to kick in, as the monotony of the day to day grind drags on. But there are ways you can avoid burnout, keep your sales team motivated, and accelerate your revenue growth.
10
Embed
eBook - How to Build a Highly Engaged & Motivated SDR Team
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
How to Build a HigHly EngagEd & MotivatEd SdR tEaM
Every SDR knows the feeling. The end of the month is quickly approaching and they haven’t come close to hitting their quota. This is when frustration and burnout start to kick in, as the monotony of the day to day grind drags on. But there are ways you can avoid burnout, keep your sales team
motivated, and accelerate your revenue growth.
2How to Build a Highly Engaged & Motivated SDR Team
Voluntary turnover is costing your
organization money. Causes of SDR turnover
are usually because SDRs feel they’re not
being treated well or the job isn’t satisfying
or rewarding. In fact, 80% of SDRs leave the
role within 18 months. Typical ramp time
for an SDR is 3-4 months and they get more
productive each month they stay (source:
Ambition). Creating a rewarding environment
will help get your SDRs to stay longer, which
will positively impact the bottom line.
How to dEvElop & Maintaina HigH lEvEl of EngagEMEnt
3How to Build a Highly Engaged & Motivated SDR Team
Hire with the future in mind: Build a
bench of your future superstars
uSE tHESE 3 StEpS to Build a HigHly EngagEd & MotivatEd SdR tEaM:
Set the stage for success: Empower
your SDRs with the right tools
Acknowledge success & establish the right
career trajectory, goals and expectations, and
follow through
4How to Build a Highly Engaged & Motivated SDR Team
In order to hire with the future in mind and
build your bench of future superstars, you
needto:
• EstablishtheSDRroleasanentrypoint
tothefirm
• Hirepeoplewhowillbesuccessfulin
the role
• Developandcustomizeonboardingand
mentoring processes to help SDRs
advance their careers
• RememberbeinganSDRisatouchpoint
in a person’s career and this position
leads to something else
At ZoomInfo, the sales management team
successfully created and implemented a SDR
playbooktoassistwiththeonboardingprocess.
Thepurposeoftheplaybookistogivethe
SDRs guidance and to help ensure the highest
likelihoodofachievement.Theplaybook
guidesthemonhowtobuildtherightscientific
approachandgivesthemtheknowledgeto
craft their own artistic success.
1. HiRE witH tHE futuRE in Mind: Build a BEncH of youR futuRE SupERStaRS
5How to Build a Highly Engaged & Motivated SDR Team
Without the right tools in place your team will
burnout.Thinkabouthowmuchtimeyour
SDRsspend:
• Googlingcorporatephonenumbers
• Callingcontactswhohavemovedonto
new companies
• Leavingvoicemailsforgatekeepers
• Callingpeoplewhoaren’tagoodfit
Goingthroughgatekeepersanddialingmultiple
phone numbers just to get one person on the
phoneisfrustrating.Makegooduseofyour
team’s time by ensuring they have accurate
contact data, such as direct dial phone
numbersandemailaddresses,andbackground
information,attheirfingertips.
2. SEt tHE StagE foR SuccESS: EMpowER youR SdRS witH tHE RigHt toolS
6How to Build a Highly Engaged & Motivated SDR Team
When dialing a direct dial phone number at the director level you’re 46% more likely to connect and when dialing a direct dial phone number at the VP level, you’re 147% more likely to connect.
When dialing a list of switchboard numbers it takes 17 dials to connect with one prospect, but when dialing a list of direct dial phone numbers it takes 12 dials to connect.
When dialing switchboard numbers it takes 22 minutes to connect, but when dialing direct dial phone numbers it takes 5 minutes to connect.