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Category: Leadership

Leveling Up an SDR or BDR: A Playbook for Sales Leaders

Leveling Up an SDR or BDR: A Playbook for Sales Leaders

by | Oct 27, 2024 | , | 0 |

It’s game time for your SDRs and BDRs. You’ve got hungry, ambitious individuals ready to step into the big leagues of business development, but how do you get them there? Just like an athlete training for their next level of play, the development of a junior sales rep is a combination of raw talent, structured coaching, and a pipeline built for success.

At its core, leveling up a business development representative (BDR) or a sales development representative (SDR) requires more than just their ability to book meetings or hit call quotas. It’s about fostering a mindset where they don’t just see sales as a function but as an opportunity to drive revenue. They need to be part of a growing team and, even more, they need to want to grow themselves. That drive, paired with proper guidance from their coach—you, the sales leader—paves the way for future success.

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If You Think You Really Know Your Team, Don’t Read This

If You Think You Really Know Your Team, Don’t Read This

by | Oct 26, 2024 | | 0 |

Most sales leaders think they know the people on their team.

Jeff is a New York Giants fan. Anna is from a midwest town near where you grew up. You and Diego are still hanging on to that time your team won the company scavenger hunt and Alex has a golden retriever that always joins 1:1s. You and the team even have a slack channel where you discuss tv shows you’re all watching and talk shit about marketing together!

Don’t get me wrong this sounds like an awesome team and I feel Jeff’s pain but when it comes to getting to know their team, most leaders stop here.

This is surface level. It’s great for team morale, but it won’t help leaders empower their team.

I used to think building rapport was good enough.

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