One of the biggest innovations in how sales teams are structured within the last 10 years has been the rise of the Sales Development Rep.
In the past, there was often a one size fits all to the sales team, with the only difference being the size or importance of the accounts the sales reps were covering. There are some significant implications for SDR training and onboarding as a result. There are many aspects to managing the SDR team that go above Sales Development Rep training and onboarding.
Here are some tips for leading a SDR team.
1. Create a Playbook
The foundation of an effective SDR team is to have a sales playbook the team members can follow. The Playbook could include your solution, target customers/contacts, customers buying process, your sales process, sales stack, company value prop, best practices, and much more.
2. Set Expectations
Often why relationships fail, not just sales reps managers but most relationships, is a mismatch of expectations. Expectation setting be part as part of the interview process, as well as the through onboarding/training and target setting. SDR should also know what they can expect from the sales leader. This will ensure that all the SDRs and the manager are on the same page on what is to be accomplished and help provide clarity in how everyone is doing.
3. Onboard Quickly and Effectively
Whether you are hiring one rep or 20 reps, effective onboarding is very important. There are lots of benefits to getting the sales people contributing to the team as quickly as possible. The most important being the contribution of opportunities to the funnel for the organization that can contribute to revenue and new customers.
4. Ongoing Training
The most effective sales team are the ones that provide continuous training. There are many different sales training methods that can be employed to help your SDRs. Having a variety of continuous sales training options helps provide a great base for sales reps to get better and generate more qualified leads and opportunities.
5. Regular Meetings
A good meeting strategy should include a mix of team and individual meetings. Often sales managers rely too much on one or the other. Team meetings provide for the sharing of sales successes, learning opportunities, competition, and can be great for company culture. Individual meetings give reps the opportunity to talk in a confidential space and for sales leaders to talk about specific success, opportunities, and areas for professional development.
If you are interested in understanding more about Lurniture and how it can help your team onboard and provide a platform for continuous training please sign-up for our free demo.