90 Days to SDR Success

Here is a 30 / 60 / 90 day plan I created for a local SDR Manager. Best of all if you are an SDR you can utilize this to your own benefit as a way to find success fast.

This plan follows my 14-Day SDR Onboarding Plan Available here

Focus

  1. Product
  2. Process
  3. People 
  4. Proficiency

Day 1 – 30

Assessment

Assess current state of Sales Development team 

  1. Competency
  2. Judgment
  3. Energy
  4. Focus
  5. Activity levels

Review tools and processes in place

  1. Software tools
  2. Processes in place
  3. Current SLA’s
  4. Departmental priorities

Clarify expectations for the team

  1. Define daily, weekly, monthly success metrics
  2. Active listening around employee’s perception of needs
  3. Leadership training so I can effectively lead the team
  4. Weekly team meeting – lessons learned – success stories

Day 31 – 60

Up-level Team Execution

Rearticulate daily, weekly and monthly success metrics

  1. Activity volume
  2. Meetings, opportunities generated, etc

Coach basics of Sales Development process

  1. Outreach
  2. Objection handling
  3. Qualifying
  4. Prospecting
  5. Content curation

Create individual time management plans 

  1. Time blocking 

Training 

  1. Role Play
  2. Peer-to-peer mentorship 
  3. Monthly book club
  4. Review LinkedIn profiles and SSI Scores
    1. Coach on areas of improvement 

Day 61 – 90

Analyze Results and Adjust

Proficiency – Coach prospecting and outreach methods

  1. Social selling
  2. Trigger based selling with Sales Navigator
  3. Content curation
  4. Review Team Linkedin profiles 
  5. Coach on pipeline management

Product

  1. Ensure SDRs have mastered the elevator pitch 
  2. Coach on pitch deck if required
  3. Review customer case studies
  4. Determine seasonality of industry buying cycles

Process

  1. Review time management plans
  2. Develop persona-based outreach campaigns
  3. Ensure SDRs can successfully handoff to Sales rep
  4. Review with SDRs the possible red flags to be on the lookout for
  5. Review daily, weekly, monthly success metrics

People

  1. Promote that SDRs join industry related groups on LinkedIn
  2. Share relevant industry blogs 
  3. Review customer case studies to better understand buyer persona

Author: Dan Saso

“Creativity is intelligence having fun.” – Albert Einstein

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