“If you invest in your SDR, they’re going to produce so much more for you, and it maximizes the two of your time in a week.” – Jenna Phillips in today’s Tip 1083
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from the first interview episode of the year on the Sales Success Stories podcast with Jenna Phillips, the top AE at Authentix. Here’s what she had to say about the AE/SDR relationship:
Jenna Phillips: I’m very passionate about the fact that, if we are going to have SDRs where their full-time job is to prospect, right? Like, every single day, their job is to prospect for five days a week. My job is to prospect and close deals every week. So the time I have to prospect is just substantially less than what the SDR does. And if I am setting more meetings than the SDR, I believe, and my boss will roll his eyes with this, a lot of people will but I believe that’s wrong. Like, I think I’m failing my SDR if I’m booking more meetings than they are because I think that an hour spent developing your SDR is a bigger investment to your week than an hour spent prospecting. And I think if we invest in the relationship with our SDRs, it benefits us tenfold.
And I’m very proud of my SDR job, but she was like a nurse before, she was an autism specialist before, and then she came in and never been an SDR before. And we had one SDR who was just absolutely crushing it. But she went all the way up to being number two in two quarters. And so the reason behind my investing in the SDR is if you invest in your SDR, they’re going to produce so much more for you, and it maximizes the two of your time in a week.
So I’m still taking processing on myself but I’m always going to like if I have 30 minutes and they’re free, I want to be working on their talk track and working on their emails with them until hopefully we get to the point where they’re confident and they’re going and maybe they don’t need as much of that time. And then I’m investing in myself in my prospecting. But when they’re newer, when they’re still learning like I’m going to do that all day long before I do my own prospecting.
Scott Ingram: That was from episode 134 on the Sales Success Stories podcast. For a direct link to that episode and to Jenna’s LinkedIn profile, just click over to DailySales.Tips/1083. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!