Sales Managers, what’s your job? Is it to coach and educate your team, or simply to ensure they make their quarterly expectations, no matter what?
SDR’s need to learn from your sales experience, but they also have valid critiques of their sales process, or what seems to be impeding them from selling at their peak. As sales managers, your duty is to solve these impediments to the best of your or your company’s ability, to maximize the productivity of your SDRs. Just for you, we’ve compiled a list of top complaints to look out for – and how YOU can solve these problems.
1. I don’t have enough quality leads. How do I know I’m spending my time with the right people?
Traditional SDRs are given leads, not expected to generate their own. That leaves the onus on whomever gets these leads for the SDRs to provide quality, sales-ready leads for the SDRs to contact. The more unqualified leads sent to the SDRs, the more time is spent wasted for all parties involved. The fix? First, try focusing on a single target, such as contacting Marketing VPs or CMOs. Next, use a proven lead generator tool such as Zoominfo to quickly source these leads for your team. Quality leads do exist, it just takes the right tools to find them!
2. I lose track of some of these leads because I have to keep re-entering data into different tools and platforms
This complaint can be one of the most frustrating issues for SDRs. When a team is given multiple sales tools, but no method to link those tools, copying information from one to another can be burdensome, and at worst, impede the SDRs from actually closing deals. Vital data or customer information can be easily lost as sales reps juggle the multiple platforms with which they do business. The fix? Look out for integrations. Fileboard integrates your email and your CRM by automatically logging every action in every platform, so you never have to worry about lost data.
3. I never know the post-sales journey of my clients
Surprisingly, this situation happens all too often. As soon as the prospect signs and becomes a client, they are whisked away to an account manager, never speaking to the SDR again. While their relationship has changed, the SDR should still know about their post-sales journey!
Consider this relationship like throwing a baseball: The follow-through is as important as the wind-up. Knowing what the account manager upsold, what growing pains the new client might have experienced, and this client’s similarities and differences to previous clients are all critical inputs the SDR can use to better their sales pitch. Finally, they can also aggregate this customer’s post-sales data to better target future leads.