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How do you build a high-performing sales development team from scratch?

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Building a high-performing sales development team from scratch is not an easy task. You need to find, hire, train, and coach the right people who can generate qualified leads and appointments for your sales team. You also need to establish a clear and consistent process, strategy, and culture that aligns with your business goals and values. In this article, we will share some best practices and tips on how to create a successful sales development team from the ground up.

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Abhishek Rai

I help salespeople turn 'Do we need this?' to 'Why do we have 50 of them?'

1 Define your ideal customer profile

Before you start recruiting and training your sales development reps (SDRs), you need to have a clear understanding of who your ideal customers are and what problems they are trying to solve. This will help you craft targeted and personalized messages, identify the best channels and sources to reach them, and qualify them based on their fit, interest, and urgency. You can use tools like surveys, interviews, or CRM data to create your ideal customer profile (ICP) and segment your market accordingly.

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2 Hire for skills, attitude, and potential

Finding the right talent for your sales development team can be challenging, especially if you are starting from scratch. You want to look for candidates who have the skills, attitude, and potential to succeed in this role. Some of the key skills you should look for are communication, research, organization, and resilience. You also want to hire people who have a positive and proactive mindset, a willingness to learn and improve, and a passion for your product and industry. Additionally, you should assess their potential to grow and advance in your organization and offer them a clear career path and development plan.

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3 Train and onboard your SDRs effectively

Once you have hired your SDRs, you need to train and onboard them effectively to ensure they are ready to hit the ground running. You should provide them with a comprehensive and structured training program that covers your product, market, value proposition, buyer personas, sales process, tools, and best practices. You should also assign them a mentor or a buddy who can guide them, answer their questions, and give them feedback. Moreover, you should set clear and realistic expectations and goals for your SDRs and monitor their progress and performance regularly.

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Abhishek Rai

I help salespeople turn 'Do we need this?' to 'Why do we have 50 of them?'
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To build a top-performing and well-trained SDR team, it is crucial to encourage teamwork, communication, and continuous growth through shared learning opportunities. Here are some ways to achieve this: 1) Schedule weekly one-on-one meetings with team members to discuss progress and provide coaching on areas of improvement. 2) Promptly respond to phone calls and emails with constructive comments and feedback. 3) Conduct frequent role-playing scenarios, such as discovery calls, demos, and other technical processes, to better prepare team members for real-life situations. 4) Discuss strategies for handling objections and addressing client pain points in order to improve overall performance and customer satisfaction.

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4 Establish a sales development process and strategy

To build a high-performing sales development team, you need to have a well-defined and consistent process and strategy that outlines how your SDRs will generate, qualify, and nurture leads and book meetings for your sales team. You should document and communicate your process and strategy to your SDRs and ensure they follow it diligently. Your process and strategy should include elements such as your target accounts and contacts, your outreach cadence and channels, your qualification criteria and questions, your value proposition and scripts, your follow-up and tracking methods, and your handoff and feedback mechanisms.

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5 Create a sales development culture and environment

Another important factor that influences the success of your sales development team is the culture and environment you create for them. You want to foster a culture of collaboration, accountability, recognition, and feedback among your SDRs and between your SDRs and your sales team. You also want to provide them with a supportive and motivating environment that enables them to work efficiently, productively, and creatively. You can do this by investing in the right tools and resources, offering incentives and rewards, celebrating wins and milestones, providing coaching and mentoring, and soliciting feedback and suggestions.

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Abhishek Rai

I help salespeople turn 'Do we need this?' to 'Why do we have 50 of them?'
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Having a mentor can be a game-changer for individuals within an organization. In fact, it's my firm belief that every team member should be proactively seeking out and regularly communicating with a mentor from within the company. The technical insights, guidance, and support that a mentor can provide can prove invaluable when it comes to creating an environment that fosters growth for your sales development team.

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6 Measure and optimize your sales development results

Finally, you need to measure and optimize your sales development results to ensure you are achieving your desired outcomes and improving your performance over time. You should track and analyze key metrics such as the number of leads generated, the number of meetings booked, the conversion rate, the pipeline value, the cost per lead, and the return on investment. You should also use data and feedback to identify gaps, challenges, and opportunities for improvement and implement changes and experiments accordingly.

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Abhishek Rai

I help salespeople turn 'Do we need this?' to 'Why do we have 50 of them?'
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To ensure successful management of your sales team, it is highly advisable to incorporate a diverse set of techniques and resources, including but not limited to customer relationship management (CRM) systems, performance tracking dashboards, regular performance assessments, and individualized coaching sessions. These measures can help optimize team productivity, pinpoint areas for improvement, and provide targeted support to team members, ultimately leading to improved sales performance and increased revenue. By regularly evaluating the effectiveness of these methods, you can optimize your approach to increase efficiency and ultimately boost your sales results.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you build a high-performing sales development team from scratch?

1

2

3

4

5

6

7

1 Define your ideal customer profile

2 Hire for skills, attitude, and potential

3 Train and onboard your SDRs effectively

4 Establish a sales development process and strategy

5 Create a sales development culture and environment

6 Measure and optimize your sales development results

7 Here’s what else to consider

Sales Development

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How do you build a high-performing sales development team from scratch?

1

2

3

4

5

6

7

1 Define your ideal customer profile

2 Hire for skills, attitude, and potential

3 Train and onboard your SDRs effectively

4 Establish a sales development process and strategy

5 Create a sales development culture and environment

6 Measure and optimize your sales development results

7 Here’s what else to consider

Sales Development

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