SlideShare ist ein Scribd-Unternehmen logo
1 von 5
Pipeline Management /
SDR to Field Representatives
Techniques to ensure appropriate lead and qualified opportunity distribution
from SDR’s supporting multiple field Representatives.
By Derrick Williams
Senior Inside Sales and Sales
Development Manager
Points to consider.
Not all reps and pipelines are created equally. The goal shouldn’t be providing equal distribution to field reps,
but more effectively, to drive at least 4x coverage on new business across the sales organization.
Based on tenure and ability, the health of each pipeline is different. Take a look at each Field Rep’s pipeline
and plot the course accordingly, some may require more time than others.
Keep the alignment ratio small. In keeping the alignment small, you’re able to mitigate disproportionate
contributions. When SDR’s have too many reps to support, the result is ineffective pipeline coverage.
SDR quotas by sales rep. I’m not a big fan of doing this, compensation becomes even more complex which often
leads to higher attrition. Quotas and commission plans should be set in a way where SDRs are incentivized to
be proactive in all assigned patches. With that said, allocating quotas by assignment to ensure proper
distribution is a highly effective.
5 SDR time-allocation techniques.
“Five Best” practices for SDR’s supporting two or more Reps:
1. Dedicated days for each Sales Rep. Concentrating your time on a specific patch, will help with lead and
opportunity distribution and territory planning.
1. Tag your call-backs with the Sales Rep’s name. This is an easy way to balance your time on a day-to-day
basis, and provide insight regarding future time allocation.
1. Cross coordinate on events. Sales Reps who drive new events in their patch and collaborate with their SDR on
planning and execution typically see more from their SDR.
1. Proactive participation by the Sales Rep. In a lot of ways, this is a give-get relationship. The more time Sales
Rep spending partnering with (not bossing) their SDR, the more they will see new leads!
1. Provide a balanced targeted account list. Garbage in, garbage out. If you assign SDRs accounts least likely to
do business, then you shouldn’t be disappointed with poor quality and volume.
Managing the SDR performance distribution.
3 pillars of SDR Desk Management:
Pillar #1 - Expectation:
How much should each rep be fed? Establish 4x (or more) coverage targets by Sales Rep and constantly monitor
progress. Typically, there are other pipeline sources working in parallel (marketing, channel and Sales Rep
generated). Identify SDR expected level of contribution and manage to that target.
Pillar #2 - Governance:
Are all reps being fed appropriately? Use CRM dashboards to provide clear insights to “SDR performance by
Sales Rep,” and total pipeline attribution.
Pillar #3 - Ongoing Planning:
Who requires more feeding? Prepare pipeline reports to provide a clear line of sight regarding any gaps in the
pipelines. Adjust and prioritize SDR focus accordingly.
Thank you.
derrickw0@gmail.com
LinkedIn · Twitter · Derrick Williams

Weitere Àhnliche Inhalte

KĂŒrzlich hochgeladen

Farmer Representative Organization in Lucknow | Rashtriya Kisan Manch
Farmer Representative Organization in Lucknow | Rashtriya Kisan ManchFarmer Representative Organization in Lucknow | Rashtriya Kisan Manch
Farmer Representative Organization in Lucknow | Rashtriya Kisan ManchRashtriya Kisan Manch
 
Effective learning in the Age of Hybrid Work - Agile Saturday Tallinn 2024
Effective learning in the Age of Hybrid Work - Agile Saturday Tallinn 2024Effective learning in the Age of Hybrid Work - Agile Saturday Tallinn 2024
Effective learning in the Age of Hybrid Work - Agile Saturday Tallinn 2024Giuseppe De Simone
 
How-How Diagram: A Practical Approach to Problem Resolution
How-How Diagram: A Practical Approach to Problem ResolutionHow-How Diagram: A Practical Approach to Problem Resolution
How-How Diagram: A Practical Approach to Problem ResolutionCIToolkit
 
Introduction to LPC - Facility Design And Re-Engineering
Introduction to LPC - Facility Design And Re-EngineeringIntroduction to LPC - Facility Design And Re-Engineering
Introduction to LPC - Facility Design And Re-Engineeringthomas851723
 
Motivational theories an leadership skills
Motivational theories an leadership skillsMotivational theories an leadership skills
Motivational theories an leadership skillskristinalimarenko7
 
Simplifying Complexity: How the Four-Field Matrix Reshapes Thinking
Simplifying Complexity: How the Four-Field Matrix Reshapes ThinkingSimplifying Complexity: How the Four-Field Matrix Reshapes Thinking
Simplifying Complexity: How the Four-Field Matrix Reshapes ThinkingCIToolkit
 
From Goals to Actions: Uncovering the Key Components of Improvement Roadmaps
From Goals to Actions: Uncovering the Key Components of Improvement RoadmapsFrom Goals to Actions: Uncovering the Key Components of Improvement Roadmaps
From Goals to Actions: Uncovering the Key Components of Improvement RoadmapsCIToolkit
 
掟版1:1ć€ćˆ»ćŻ†è„żè„żæŻ”ć€§ć­ŠæŻ•äžšèŻMississippiæŻ•äžšèŻç•™äżĄć­ŠćŽ†èź€èŻ
掟版1:1ć€ćˆ»ćŻ†è„żè„żæŻ”ć€§ć­ŠæŻ•äžšèŻMississippiæŻ•äžšèŻç•™äżĄć­ŠćŽ†èź€èŻćŽŸç‰ˆ1:1ć€ćˆ»ćŻ†è„żè„żæŻ”ć€§ć­ŠæŻ•äžšèŻMississippiæŻ•äžšèŻç•™äżĄć­ŠćŽ†èź€èŻ
掟版1:1ć€ćˆ»ćŻ†è„żè„żæŻ”ć€§ć­ŠæŻ•äžšèŻMississippiæŻ•äžšèŻç•™äżĄć­ŠćŽ†èź€èŻjdkhjh
 
Paired Comparison Analysis: A Practical Tool for Evaluating Options and Prior...
Paired Comparison Analysis: A Practical Tool for Evaluating Options and Prior...Paired Comparison Analysis: A Practical Tool for Evaluating Options and Prior...
Paired Comparison Analysis: A Practical Tool for Evaluating Options and Prior...CIToolkit
 
Beyond the Five Whys: Exploring the Hierarchical Causes with the Why-Why Diagram
Beyond the Five Whys: Exploring the Hierarchical Causes with the Why-Why DiagramBeyond the Five Whys: Exploring the Hierarchical Causes with the Why-Why Diagram
Beyond the Five Whys: Exploring the Hierarchical Causes with the Why-Why DiagramCIToolkit
 
Fifteenth Finance Commission Presentation
Fifteenth Finance Commission PresentationFifteenth Finance Commission Presentation
Fifteenth Finance Commission Presentationmintusiprd
 
LPC Warehouse Management System For Clients In The Business Sector
LPC Warehouse Management System For Clients In The Business SectorLPC Warehouse Management System For Clients In The Business Sector
LPC Warehouse Management System For Clients In The Business Sectorthomas851723
 
Call Us🔝⇛+91-97111🔝47426 Call In girls Munirka (DELHI)
Call Us🔝⇛+91-97111🔝47426 Call In girls Munirka (DELHI)Call Us🔝⇛+91-97111🔝47426 Call In girls Munirka (DELHI)
Call Us🔝⇛+91-97111🔝47426 Call In girls Munirka (DELHI)jennyeacort
 
Measuring True Process Yield using Robust Yield Metrics
Measuring True Process Yield using Robust Yield MetricsMeasuring True Process Yield using Robust Yield Metrics
Measuring True Process Yield using Robust Yield MetricsCIToolkit
 
Shaping Organizational Culture Beyond Wishful Thinking
Shaping Organizational Culture Beyond Wishful ThinkingShaping Organizational Culture Beyond Wishful Thinking
Shaping Organizational Culture Beyond Wishful ThinkingGiuseppe De Simone
 
LPC Operations Review PowerPoint | Operations Review
LPC Operations Review PowerPoint | Operations ReviewLPC Operations Review PowerPoint | Operations Review
LPC Operations Review PowerPoint | Operations Reviewthomas851723
 
Unlocking Productivity and Personal Growth through the Importance-Urgency Matrix
Unlocking Productivity and Personal Growth through the Importance-Urgency MatrixUnlocking Productivity and Personal Growth through the Importance-Urgency Matrix
Unlocking Productivity and Personal Growth through the Importance-Urgency MatrixCIToolkit
 
Reflecting, turning experience into insight
Reflecting, turning experience into insightReflecting, turning experience into insight
Reflecting, turning experience into insightWayne Abrahams
 
Management and managerial skills training manual.pdf
Management and managerial skills training manual.pdfManagement and managerial skills training manual.pdf
Management and managerial skills training manual.pdffillmonipdc
 

KĂŒrzlich hochgeladen (20)

Farmer Representative Organization in Lucknow | Rashtriya Kisan Manch
Farmer Representative Organization in Lucknow | Rashtriya Kisan ManchFarmer Representative Organization in Lucknow | Rashtriya Kisan Manch
Farmer Representative Organization in Lucknow | Rashtriya Kisan Manch
 
Effective learning in the Age of Hybrid Work - Agile Saturday Tallinn 2024
Effective learning in the Age of Hybrid Work - Agile Saturday Tallinn 2024Effective learning in the Age of Hybrid Work - Agile Saturday Tallinn 2024
Effective learning in the Age of Hybrid Work - Agile Saturday Tallinn 2024
 
How-How Diagram: A Practical Approach to Problem Resolution
How-How Diagram: A Practical Approach to Problem ResolutionHow-How Diagram: A Practical Approach to Problem Resolution
How-How Diagram: A Practical Approach to Problem Resolution
 
Introduction to LPC - Facility Design And Re-Engineering
Introduction to LPC - Facility Design And Re-EngineeringIntroduction to LPC - Facility Design And Re-Engineering
Introduction to LPC - Facility Design And Re-Engineering
 
Motivational theories an leadership skills
Motivational theories an leadership skillsMotivational theories an leadership skills
Motivational theories an leadership skills
 
sauth delhi call girls in Defence Colony🔝 9953056974 🔝 escort Service
sauth delhi call girls in Defence Colony🔝 9953056974 🔝 escort Servicesauth delhi call girls in Defence Colony🔝 9953056974 🔝 escort Service
sauth delhi call girls in Defence Colony🔝 9953056974 🔝 escort Service
 
Simplifying Complexity: How the Four-Field Matrix Reshapes Thinking
Simplifying Complexity: How the Four-Field Matrix Reshapes ThinkingSimplifying Complexity: How the Four-Field Matrix Reshapes Thinking
Simplifying Complexity: How the Four-Field Matrix Reshapes Thinking
 
From Goals to Actions: Uncovering the Key Components of Improvement Roadmaps
From Goals to Actions: Uncovering the Key Components of Improvement RoadmapsFrom Goals to Actions: Uncovering the Key Components of Improvement Roadmaps
From Goals to Actions: Uncovering the Key Components of Improvement Roadmaps
 
掟版1:1ć€ćˆ»ćŻ†è„żè„żæŻ”ć€§ć­ŠæŻ•äžšèŻMississippiæŻ•äžšèŻç•™äżĄć­ŠćŽ†èź€èŻ
掟版1:1ć€ćˆ»ćŻ†è„żè„żæŻ”ć€§ć­ŠæŻ•äžšèŻMississippiæŻ•äžšèŻç•™äżĄć­ŠćŽ†èź€èŻćŽŸç‰ˆ1:1ć€ćˆ»ćŻ†è„żè„żæŻ”ć€§ć­ŠæŻ•äžšèŻMississippiæŻ•äžšèŻç•™äżĄć­ŠćŽ†èź€èŻ
掟版1:1ć€ćˆ»ćŻ†è„żè„żæŻ”ć€§ć­ŠæŻ•äžšèŻMississippiæŻ•äžšèŻç•™äżĄć­ŠćŽ†èź€èŻ
 
Paired Comparison Analysis: A Practical Tool for Evaluating Options and Prior...
Paired Comparison Analysis: A Practical Tool for Evaluating Options and Prior...Paired Comparison Analysis: A Practical Tool for Evaluating Options and Prior...
Paired Comparison Analysis: A Practical Tool for Evaluating Options and Prior...
 
Beyond the Five Whys: Exploring the Hierarchical Causes with the Why-Why Diagram
Beyond the Five Whys: Exploring the Hierarchical Causes with the Why-Why DiagramBeyond the Five Whys: Exploring the Hierarchical Causes with the Why-Why Diagram
Beyond the Five Whys: Exploring the Hierarchical Causes with the Why-Why Diagram
 
Fifteenth Finance Commission Presentation
Fifteenth Finance Commission PresentationFifteenth Finance Commission Presentation
Fifteenth Finance Commission Presentation
 
LPC Warehouse Management System For Clients In The Business Sector
LPC Warehouse Management System For Clients In The Business SectorLPC Warehouse Management System For Clients In The Business Sector
LPC Warehouse Management System For Clients In The Business Sector
 
Call Us🔝⇛+91-97111🔝47426 Call In girls Munirka (DELHI)
Call Us🔝⇛+91-97111🔝47426 Call In girls Munirka (DELHI)Call Us🔝⇛+91-97111🔝47426 Call In girls Munirka (DELHI)
Call Us🔝⇛+91-97111🔝47426 Call In girls Munirka (DELHI)
 
Measuring True Process Yield using Robust Yield Metrics
Measuring True Process Yield using Robust Yield MetricsMeasuring True Process Yield using Robust Yield Metrics
Measuring True Process Yield using Robust Yield Metrics
 
Shaping Organizational Culture Beyond Wishful Thinking
Shaping Organizational Culture Beyond Wishful ThinkingShaping Organizational Culture Beyond Wishful Thinking
Shaping Organizational Culture Beyond Wishful Thinking
 
LPC Operations Review PowerPoint | Operations Review
LPC Operations Review PowerPoint | Operations ReviewLPC Operations Review PowerPoint | Operations Review
LPC Operations Review PowerPoint | Operations Review
 
Unlocking Productivity and Personal Growth through the Importance-Urgency Matrix
Unlocking Productivity and Personal Growth through the Importance-Urgency MatrixUnlocking Productivity and Personal Growth through the Importance-Urgency Matrix
Unlocking Productivity and Personal Growth through the Importance-Urgency Matrix
 
Reflecting, turning experience into insight
Reflecting, turning experience into insightReflecting, turning experience into insight
Reflecting, turning experience into insight
 
Management and managerial skills training manual.pdf
Management and managerial skills training manual.pdfManagement and managerial skills training manual.pdf
Management and managerial skills training manual.pdf
 

Empfohlen

PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024Neil Kimberley
 
Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)contently
 
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024Albert Qian
 
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsSocial Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsKurio // The Social Media Age(ncy)
 
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summarySpeakerHub
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next Tessa Mero
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentLily Ray
 
Introduction to Data Science
Introduction to Data ScienceIntroduction to Data Science
Introduction to Data ScienceChristy Abraham Joy
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best PracticesVit Horky
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project managementMindGenius
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...RachelPearson36
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Applitools
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at WorkGetSmarter
 
ChatGPT webinar slides
ChatGPT webinar slidesChatGPT webinar slides
ChatGPT webinar slidesAlireza Esmikhani
 
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...DevGAMM Conference
 
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationBarbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationErica Santiago
 

Empfohlen (20)

PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024
 
Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)
 
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024
 
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsSocial Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie Insights
 
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
 
How to have difficult conversations
How to have difficult conversations How to have difficult conversations
How to have difficult conversations
 
Introduction to Data Science
Introduction to Data ScienceIntroduction to Data Science
Introduction to Data Science
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best Practices
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project management
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
 
ChatGPT webinar slides
ChatGPT webinar slidesChatGPT webinar slides
ChatGPT webinar slides
 
More than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike RoutesMore than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike Routes
 
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
 
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationBarbie - Brand Strategy Presentation
Barbie - Brand Strategy Presentation
 

Managing Appropriate SDR Performance Distribution Across Multiple Sales Reps

  • 1. Pipeline Management / SDR to Field Representatives Techniques to ensure appropriate lead and qualified opportunity distribution from SDR’s supporting multiple field Representatives. By Derrick Williams Senior Inside Sales and Sales Development Manager
  • 2. Points to consider. Not all reps and pipelines are created equally. The goal shouldn’t be providing equal distribution to field reps, but more effectively, to drive at least 4x coverage on new business across the sales organization. Based on tenure and ability, the health of each pipeline is different. Take a look at each Field Rep’s pipeline and plot the course accordingly, some may require more time than others. Keep the alignment ratio small. In keeping the alignment small, you’re able to mitigate disproportionate contributions. When SDR’s have too many reps to support, the result is ineffective pipeline coverage. SDR quotas by sales rep. I’m not a big fan of doing this, compensation becomes even more complex which often leads to higher attrition. Quotas and commission plans should be set in a way where SDRs are incentivized to be proactive in all assigned patches. With that said, allocating quotas by assignment to ensure proper distribution is a highly effective.
  • 3. 5 SDR time-allocation techniques. “Five Best” practices for SDR’s supporting two or more Reps: 1. Dedicated days for each Sales Rep. Concentrating your time on a specific patch, will help with lead and opportunity distribution and territory planning. 1. Tag your call-backs with the Sales Rep’s name. This is an easy way to balance your time on a day-to-day basis, and provide insight regarding future time allocation. 1. Cross coordinate on events. Sales Reps who drive new events in their patch and collaborate with their SDR on planning and execution typically see more from their SDR. 1. Proactive participation by the Sales Rep. In a lot of ways, this is a give-get relationship. The more time Sales Rep spending partnering with (not bossing) their SDR, the more they will see new leads! 1. Provide a balanced targeted account list. Garbage in, garbage out. If you assign SDRs accounts least likely to do business, then you shouldn’t be disappointed with poor quality and volume.
  • 4. Managing the SDR performance distribution. 3 pillars of SDR Desk Management: Pillar #1 - Expectation: How much should each rep be fed? Establish 4x (or more) coverage targets by Sales Rep and constantly monitor progress. Typically, there are other pipeline sources working in parallel (marketing, channel and Sales Rep generated). Identify SDR expected level of contribution and manage to that target. Pillar #2 - Governance: Are all reps being fed appropriately? Use CRM dashboards to provide clear insights to “SDR performance by Sales Rep,” and total pipeline attribution. Pillar #3 - Ongoing Planning: Who requires more feeding? Prepare pipeline reports to provide a clear line of sight regarding any gaps in the pipelines. Adjust and prioritize SDR focus accordingly.
  • 5. Thank you. derrickw0@gmail.com LinkedIn · Twitter · Derrick Williams

Hinweis der Redaktion

  1. Proper CARE & FEEDING for the sales org
  2. Tip: SDR/AE weekly planning should include looking forward at the coming travel schedule to ensure maximum density of engagements Tip: There some great public/shareable calendar apps out there that can make coordination easier