Companies of all sizes, types, and locations need quality leads to continue to grow. In order to acquire those quality leads, companies can leverage a multitude of tactics, including using appointment setters and Sales Development Representatives (SDRs). While both appointment setters and SDRs have a vital place in sales, the key to building the most effective team is to understand which role will fit best in your sales process and subsequently support your buyers on their journeys. In fact, selecting the wrong discipline for your sales process can lead to poor conversion rates, a negative customer experience, and a lack of growth. The good news is that we are here to help you build your own SDR team, so that you can enjoy all of the benefits of a winning sales team.
To coach or not to coach? That is the question. Well, at least the question of this blog post. Many managers struggle with the fine balance between knowing when to coach low performing employees and when to let them go or transition them to a new role. Whether you are new to your management role, or have years of experience, the following insights can help you to more successfully weigh the fate of lower performing workers.
In sales, first impressions often play a critical role in helping the prospect begin his or her buyer's journey. However, far too often businesses fail to remember that a Sales Development Representative (SDR) plays an entirely different role than an appointment setter. Failing to understand the key differences between these two roles can lead to fewer conversions, a limited number of prospects in the beginning portions of the sales funnel, and inevitably fewer sales. The good news is that understanding the following four differences can help businesses maximize their approach to contacting new prospects and warm leads.
Inbound vs. Outbound... the debate over which leads are "better" has been a constant source of articles, blog posts, and general arguments amongst sales and marketing professionals. While this post, will spend a brief moment defining what makes a high quality lead, I don't feel the need to contribute to the debate anymore, since I have already written about this in the past. Instead, I want to spend a moment pointing out what so many articles have failed to do ... outbound leads and inbound leads are two different entities, so why are so many businesses treating them like they are the same thing?
As a C-level sales executive a major component of your job is to lead. However, another major component of their job is to inspire their sales team. Being an effective leader is about more than giving a pep talk; it requires the understanding that training is not simply for onboarding new sales representatives. Instead, by embracing the benefits of sales training and sales coaching, leaders can not only inspire their team, but they can help them reach new levels of success.
I have had a number of our tech prospects and clients talk to me about increasing their current sales. When I ask about what they have done so far in their attempt to grow the business, whether a technology services company or a SaaS company, I often hear they have hired new sales reps. Everyone knows the easiest way to increase sales is to add to your sales team! Right?