The Return of Full-Cycle AE's?
Over the years, there’s been a significant shift in how companies structure their sales teams, transitioning from full-cycle teams to a segmented model with SDRs and AEs. Now, is the trend reverting back to full cycle?
While some believe that a full-cycle sales team offers more advantages, it's important to consider the drawbacks that can undermine its potential effectiveness:
???"Building a full-cycle sales team is less expensive."
The truth: The most expensive sales team is one that doesn't generate results. Overloading AE's with prospecting and closing can lead to decreased effectiveness in both, potentially diminishing your ROI despite reduced staffing costs.
??"Eliminating the handoff process is an advantage."
The truth: A full-cycle AE may not excel in all stages of the sales process equally. This lack of specialization can compromise the expected streamlined communication and lead to inconsistent customer experiences.
??"A full-cycle approach promotes greater accountability."
The truth: It can place excessive pressure on AEs, leading to burnout and decreased job satisfaction, which may then affect performance and retention.
??"Managing a full-cycle team is simpler."
The truth: Extensive training and enablement are required for any sales team, but in a full-cycle model, this need is amplified, as AEs must be proficient in multiple areas, increasing the burden on training and coaching.
??"A full-cycle approach could potentially lead to faster sales cycles."
The truth: The need to handle every stage of the sales funnel can actually slow down the sales cycle, as full-cycle AEs might fall into the trap of jack of all trades, master of none.
The decision to switch to a full-cycle model isn’t straightforward. At first glance, it might seem like a cost-effective choice—lless overhead for management and training. Yet, there are hidden drawbacks that can seriously drain your sales pipeline.
It's critical to look beyond the surface and consider these potential pitfalls to avoid jeopardizing your long-term success.
Tips You Can Use Today
When companies struggle to generate and set appointments with qualified leads, they often turn to outsourcing as a solution to bring in experienced sales reps. However, having only outsourced SDRs doesn’t guarantee success.
What's crucial is assembling a comprehensive team supported by a robust infrastructure.
That includes a dedicated client manager who oversees progress and translates your goals to program strategy; a dedicated talent developer who builds ongoing sales training programs to enhance the skills of your outsourced reps; and a data operations team that delivers seamless lead lists and CRM integrations.?
This collective approach is the key to driving success. Consider the entire team structure, including management and operations roles, not just the SDRs, when evaluating different vendors.
As a result, your AEs can focus solely on closing, assured of a calendar full of meetings with qualified leads and without any misalignment in the handoff process, program strategy, lead quality, or communication flow.
What Amanda Cyr is Saying
Amanda Cyr , formerly a full-cycle director at AchieveIt , shares how life was before and after SalesRoads:
"I simply didn't have the bandwidth to devote as much time as I wanted to prospecting. It was pretty frustrating not having the time to prospect, and I felt the pressure of both time and pipeline.?
Today, I can spend a lot more time fully focusing on my pipeline and my clients, taking as many meetings as I can during the week. I no longer have this nagging voice in the back of my mind telling me, 'You have to do this; you need to make time for this.'"
You can watch the full interview here.
ICYMI (in case you missed it)
In a rapidly changing sales environment, staying ahead means understanding the nuances and strategies that drive success.
Dive into an enriching podcast discussion led by Andy Paul and featuring sales experts Hamish Stephenson ?? , Salman Mohiuddin , and David Kreiger , president of SalesRoads.
After tuning in, you'll gain:
领英推荐
??Insight into David Kreiger's journey of navigating the "renaissance of cold calling" and the evolution of SDRs in today's sales world
??An understanding of the pivotal role SDRs play in lead generation, despite evolving sales dynamics and challenges
??Strategies for managing the balance between SDR and AE responsibilities to ensure effective lead generation and relationship-building
??Critical perspectives on the importance of dedicated coaching and diverse viewpoints in enhancing sales training
??Knowledge of how pipeline quality and forecasting accuracy directly impact sales performance, with practical tips for improvement
The Win Rate Podcast is a treasure trove of knowledge for anyone looking to refine their sales approach and stay competitive in an ever-evolving landscape.
Extra, Extra, Read All About It!
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:
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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. ??