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What do you do if your sales development career is plagued by performance gaps?

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If you are a sales development representative (SDR), you know how important it is to consistently hit your quota, generate qualified leads, and book meetings for your account executives. But what if you find yourself struggling to meet your targets, falling behind your peers, or losing motivation? You might be experiencing performance gaps, which are the discrepancies between your actual and desired results. Performance gaps can have various causes, such as lack of skills, feedback, resources, or alignment. They can also have negative consequences, such as low confidence, high stress, poor reputation, or even job loss. So what can you do to overcome them and get back on track? Here are some tips to help you identify and close your performance gaps as an SDR.

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Augusto César A.Ce

Empresário | Marketing | Network | Vendas | Lideran?a
Ankur Khare

Go-To-Market | Digital Adoption Leader | Sales and Business Development Strategies |Digital Transformation | Revenue…
Rodrigo Silveira, MBA

International Sales Manager | Key Account Manager | Commercial Manager | Regional Sales Manager | Pharma | Medical…

1 Assess your situation

The first step to address your performance gaps is to understand where you stand and what you need to improve. You can do this by reviewing your key performance indicators (KPIs), such as calls, emails, responses, appointments, conversions, and revenue. Compare your numbers with your goals, your past performance, and your team's average. Look for patterns, trends, and anomalies. Identify your strengths and weaknesses, and be honest with yourself. You can also ask for feedback from your manager, your peers, or your customers. Listen to their opinions, suggestions, and criticisms. They might have insights that you are missing or unaware of.

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Augusto César A.Ce

Empresário | Marketing | Network | Vendas | Lideran?a
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Se sua carreira de desenvolvimento de vendas está sendo atormentada por lacunas de desempenho, é importante identificar as áreas específicas que precisam de melhoria. O processo de vendas tem FASES e cada fase é como uma chave que abre uma porta. Se você n?o passa por uma das portas n?o consegue acessar a próxima porta, ent?o, todo o processo todo para. é importante fazer uma análise pontual em cada etapa do seu processo para identificar se a lacuna está no avan?ar de cada etapa ou até mesmo em sua gest?o de tempo e organiza??o. Toda lacuna representa que a for?a de trabalho está sendo dissipada em alguma atividade que n?o é condizente com o foco principal a ser atingido. Encontre isso e acabará com a lacuna.

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Ghadir Sultan

Experienced HR and Sales Leader | Driving Success through Employee development, Company Growth and Exceptional Customer Service | Sales Achiever | Relationship Builder | Passionate about Driving Business Growth ??
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Reach out to your manager, colleagues, or mentors for honest feedback. They can provide valuable insights into areas where you can improve and offer suggestions for development.

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2 Set SMART goals

The next step to close your performance gaps is to set specific, measurable, achievable, relevant, and time-bound (SMART) goals. SMART goals help you focus on what you want to achieve, how you will measure your progress, and when you will reach your desired outcome. They also help you break down your big goals into smaller, more manageable steps. For example, if your goal is to increase your appointment rate by 10% in the next quarter, you can set SMART subgoals such as improving your email subject lines, personalizing your messages, following up promptly, and using effective call scripts.

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Rodrigo Silveira, MBA

International Sales Manager | Key Account Manager | Commercial Manager | Regional Sales Manager | Pharma | Medical Devices | Healthcare
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Você se lembra do ditado "para quem n?o sabe para onde vai, qualquer caminho serve"? Na urgência de preencher lacunas de mercado, criamos lacunas de desempenho por n?o retornarmos ao básico e alinhar muito bem as expectativas do líder vs seu liderado. Independente se seu time de vendas está ganhando ou perdendo, precisamos definir claramente os objetivos qualitativos e quantitativos, mensurar, estabelecer prazos e especificar as expectativas de cada colaborador. Podemos ter um vendedor desempenhando muito bem em identificar várias oportunidades e gerar leads, enquanto o direcionamento preciso da lideran?a pode revelar a importancia de estratificar leads e oportunidades e ampliar esfor?o e foco como gest?o prioritária do "menos é mais".

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3 Learn new skills

The third step to close your performance gaps is to learn new skills that will help you perform better and achieve your goals. You can do this by taking online courses, reading books, watching videos, listening to podcasts, or attending webinars. You can also seek mentorship, coaching, or shadowing from someone who has more experience or expertise than you. You can also join communities, forums, or groups where you can network, share best practices, and learn from other SDRs. The key is to be curious, open-minded, and willing to learn from different sources and perspectives.

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Joe Breider, DBA

LinkedIn Outreach Specialist using YC AI SDR "Hacks" | Domain Expert B2B Sales 35n | Vertical Expert Aviation/Aerospace Sales 12n | Former CEO | Author The Role of a Sales Consulting Firm in a Business Turnaround
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Learn new sales development skills through knowledge and discipline. The way to reach breakout performance in sales development is the same formula for becoming adept at anything, from writing a dissertation to hitting a baseball. It's about mastering performance through knowledge, skill, and discipline. Every day strive to learn proven techniques for being an effective sales development rep, based on research from the Top 10 MBA programs Daily, apply the lessons immediately to your professional interactions

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Rodrigo Silveira, MBA

International Sales Manager | Key Account Manager | Commercial Manager | Regional Sales Manager | Pharma | Medical Devices | Healthcare
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Como profissionais de vendas devemos entender que aquilo que nos trouxe até o presente momento, n?o nos mantém. Precisamos reciclar, ampliar e constantemente rever nossas competências para definirmos a melhor estratégia e execu??o. O êxito de uma venda passada n?o garante a repeti??o de uma nova venda, principalmente em se tratando de diferentes culturas, segmentos e modelos de negócios. Considero fundamental se reciclar desenvolvendo novas competências, ou no mínimo, a aplicabilidade de estratégias diferentes para resultados diferentes. Sobretudo, é importante diagnosticar se a lacuna vem do "skill" ou do "will", pois com tanta intensidade em nossas atividades, muitos vendedores tendem involuir no quesito emocional e motivacional.

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4 Apply what you learn

The fourth step to close your performance gaps is to apply what you learn to your daily tasks and activities. You can do this by practicing your skills, testing your strategies, and experimenting with new tools and techniques. You can also track your results, analyze your data, and evaluate your performance. You can also ask for feedback again from your manager, your peers, or your customers. See what works and what doesn't, what improves and what worsens, and what needs to be changed or maintained. The key is to be proactive, adaptable, and flexible to your situation and environment.

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Rodrigo Silveira, MBA

International Sales Manager | Key Account Manager | Commercial Manager | Regional Sales Manager | Pharma | Medical Devices | Healthcare
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Mais do que estar motivado, um vendedor precisa ser disciplinado. Ao longo da nossa carreira em vendas e, tendo o privilégio de atuar em empresas que investem em treinamento e desenvolvimento, vamos ter acesso à diversas metodologias. Tendemos a inclinar nossa opini?o que uma pode ser melhor que a outra. N?o que isso n?o se seja verdade, mas o melhor método e processo é aquele que, após identificar a eficácia através da prática, repetimos, doutrinamos e aplicamos diariamente em nossas atividades. Neste contexto, diante de tantas diferentes metodologias, recomendo a prática da metodologia de "Spin Selling", uma estratégia para mercados B2B e/ou B2C, enfatizando a importancia da constru??o de relacionamentos duradouros e proposta de valor.

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Ghadir Sultan

Experienced HR and Sales Leader | Driving Success through Employee development, Company Growth and Exceptional Customer Service | Sales Achiever | Relationship Builder | Passionate about Driving Business Growth ??
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Practice your sales pitches, objection handling, and negotiation skills through role-playing exercises with colleagues or mentors. This hands-on practice can help you refine your approach and build confidence.

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5 Celebrate your wins

The fifth step to close your performance gaps is to celebrate your wins, no matter how big or small. You can do this by rewarding yourself, acknowledging your efforts, and expressing your gratitude. You can also share your achievements, challenges, and lessons with your team, your manager, or your network. Celebrating your wins helps you boost your confidence, motivation, and morale. It also helps you recognize your progress, appreciate your growth, and enjoy your journey. The key is to be positive, optimistic, and proud of yourself and your work.

Closing performance gaps as an SDR is not easy, but it is possible and rewarding. By following these tips, you can identify and overcome your challenges, improve your results, and advance your career. Remember, you are not alone, and you have the potential to succeed.

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6 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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Ankur Khare

Go-To-Market | Digital Adoption Leader | Sales and Business Development Strategies |Digital Transformation | Revenue Growth Contributor
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If faced with performance gaps in your sales development career, take proactive steps to address them. Studies show that 85% of employees prefer constructive feedback to improve performance. Seek feedback from mentors or supervisors to identify areas for improvement. Invest in training or skill development programs tailored to address specific gaps. Utilize data analytics to track progress and adjust strategies accordingly. By actively addressing performance gaps, you can enhance your skills and propel your sales development career forward.

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Ghadir Sultan

Experienced HR and Sales Leader | Driving Success through Employee development, Company Growth and Exceptional Customer Service | Sales Achiever | Relationship Builder | Passionate about Driving Business Growth ??
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Regularly review your progress and adjust your approach as needed. Be open to trying new techniques and strategies to continuously improve your performance. By taking a proactive and systematic approach to addressing performance gaps, you can enhance your skills, boost your confidence, and achieve greater success in your sales development career.

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What do you do if your sales development career is plagued by performance gaps?

1

2

3

4

5

6

1 Assess your situation

2 Set SMART goals

3 Learn new skills

4 Apply what you learn

5 Celebrate your wins

6 Here’s what else to consider

Sales Development

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What do you do if your sales development career is plagued by performance gaps?

1

2

3

4

5

6

1 Assess your situation

2 Set SMART goals

3 Learn new skills

4 Apply what you learn

5 Celebrate your wins

6 Here’s what else to consider

Sales Development

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