The Most Expensive SDR Training is the One You Forego

In a survey we conducted with 260 SDRs , we discovered one-third of reps miss out on regular sales training.

Many companies skimp on SDR training to reduce their costs, but they end up paying more for less. SDRs are the first touchpoint where prospects learn about your product. Their ability to handle cold calls, rejections, gatekeepers, referrals, callbacks, etc. is the #1 factor impacting your revenue.

Inconsistent training and coaching →?underperforming SDRs → less revenue

SDR Training and Coaching

Companies often blur the distinct lines between training and coaching. Steve Richard , the SVP at Mediafly, explains, “Training is teaching someone something new. Coaching is getting them to do it. Those are different. They play different roles.”

Some of the fundamental strategies sales managers deploy to refine SDR training and coaching sessions include:

??? Listening to calls to tailor training sessions?

Call listening helps them understand their reps’ strengths and weaknesses in real-time interactions, identify gaps in knowledge or skills to address, and give specific, actionable advice during the training.

??? Role-playing for coaching sessions

Role-playing allows reps to practice and refine their skills in a controlled environment before interacting with real prospects. Sales managers can provide on-the-spot feedback to help reps understand and rectify mistakes immediately.

?? 1:1 sessions

Every SDR should receive training and coaching tailored to their unique skills, needs, and abilities. One SDR excels using a script, while another might thrive with a bullet list. Sales managers should recognize these differences and adapt their guidance to bring out the best in each individual SDR.

Tips You Can Use Today

Ironically, companies that invest heavily in SDR training often neglect the development of their sales managers.?

You must train and coach your managers, too, for several reasons:

?? All sales managers must align on their approach to maintaining a consistent standard across the company. This ensures every SDR, regardless of their assigned coach, receives the same caliber of training.

?? B2B sales is dynamic, with techniques, AI tools, and best practices constantly evolving. Managers must be up-to-date on the latest methodologies to provide their teams with the best guidance.

?? Sales managers are role models for their SDRs. If they exemplify best practices, continuous learning, and self-improvement, they set a positive example for their teams to emulate.

?? Our survey of 260 SDRs also discovered 6.3% are unhappy with their managers. Dissatisfaction with managerial support significantly decreases SDR performance and doubles the likelihood of them looking for a new job.

Train and coach your sales managers to ensure that the support they provide to your SDRs is top-notch.

What LinkedIn is Saying

Join the conversation here .

ICYMI (in case you missed it)

?? If you want to hear more from experienced sales leaders to gain additional insights, we have great news!?

David Kreiger , the president of SalesRoads, has started the Sell Like A Leader Podcast . Each episode is packed with invaluable wisdom designed to help you lead your organization to success.

His guests have been on the front lines of sales: They’re seasoned leaders, innovative strategists, or top performers, and they'll share their real-world experiences and tactics.

Tune in to the first episode, where David dives into key sales and leadership strategies for 2024. He reflects on evolving sales trends, especially concerning AI, and stresses the importance of personal growth, resilience, and consistency.?

Listen to it here.

Circle February 8th on your calendar for “Future of Outbound,” the big roundtable with industry leaders, featuring David Kreiger as he delves into 10 things to keep in mind when cold calling in 2024.

Here's why you need to be there:

? Gain insights from leading industry pros like David Kreiger, Michael Maximoff , Taylor Ryan , ???? Ilya Azovtsev - I help with SaaS Growth , Brian Hicks , Joey Williams , and Amir Reiter .

? Dive into discussions that focus on insights, rather than sales pitches.

? Get the lowdown on proven tips and strategies taken from the front lines — we're talking practical takeaways, not just talk.

? Rub elbows with over 1,000 industry professionals in an engaging, interactive setting.

?Be part of live Q&A sessions and dynamic round-table discussions that'll spark your creativity and innovation.

Don't settle for merely surviving shifts in sales — thrive in them!

You can reserve your spot now .

Extra, Extra, Read All About It!

• White Paper: The State of SDR Hiring and Talent Development
• What Can a Sales Development Manager Do for Your Business?
• Sales Training: Fundamental Skills For Professional Development

Dive deeper into our B2B Sales Standup: Replay.

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SalesRoads is an award-winning #b2bsales #outsourcing firm providing #appointmentsetting and #leadgenerationservices. We empower businesses of all sizes to reach their goals by providing targeted leads, a predictable pipeline, and stronger revenue.

?? OUR INDUSTRY FOCUS:

?? Manufacturing Tech

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?? Logistics

?? Construction

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?? SLED Market

?? OUR RESULTS:

??15+ Years in Business

??500+ Happy Customers

??Over 100,000 Appointments Set

??The Best SDRs

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Say ‘No’ to zero-data campaigns, spammy practices, and anonymous SDRs. Scale your company faster and skip the prospecting process with SalesRoads. ??

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