“I see an SDR relationship as it’s me and them against an account, and we are a team working together.” – David Weiss in today’s Tip 604
How do you work with your SDRs?
Join the conversation below and share your thoughts!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today David Weiss is back. David is currently an Enterprise Sales Director at Outreach. Here he is with today’s tip:
David Weiss: Good morning everyone out there in the Sales Success Community. This is David Weiss coming at you with a tip of the day. So this tip is about working with, and how you treat your SDR. So for all your AEs out there that are lucky enough to have SDRs. I have a handful that supports me. I’ll tell you right now, it’s probably the hardest job in sales right now is booking new meetings.
So I see a lot of folks and by the way, outreach does a really, really good job of this. But I do see, and I do hear from other organizations that AEs don’t necessarily respect their SDR. So they may be talked down to them that they may be not lean into them, that they maybe don’t spend lots of time with them. And what I’ll tell you is, you know, that’s, it’s a huge miss. Since I’ve been at outreach. I would say my SDR is, even though I am doing a, a healthy amount of prospecting are setting the vast majority of my meetings. And I am having a little bit more luck with my SDRs than maybe some others. And the reason for that is I really, really take time to strategize with them. I see an SDR relationship as it’s me and them against an account, and we are a team working together.
So that means we pick target accounts together. That means we pick the contact strategy together. I find contacts. They find contacts. We agree on who, we agree on messaging. We agree on when, we assign each other tasks. So when I want to call a task done on a C-suite person after I’ve followed up a few times, they’ll reach out and call them while I’m going to meet it. If they need my help coming over the top of an email that they sent, or as a followup, almost like, kind of in a little bit of an executive sponsor type play from a call that they made or a conversation they had, they assign me a task and I come over the top on them.
Now all of these things are really done using are really easy to do using a solution like outreach, but if you don’t have it, it just requires communication. So that’s one thing. The other thing is you need to celebrate the hell out of them. For me, any time, an SDR book, a meeting for me, I treat it as if I just closed a big deal. Literally the announcement, the jumping up and down, the high fives, the thank you’s, the appreciation, all of that. Every time they book a meeting for me.
So when they book a meeting for me, I send a note to my boss. I sent a note to their boss. I joined a team, their team meeting, and recognize those people. And I’m recognizing quite a few people often. So I do those things and then guess what they want to work harder for me because I recognize them. And I work with them and I truly do care about them potentially more than some others do. And SDRs are going to spend time where they get love. Just like we spend time where we got love. I mean, it’s totally natural.
The last thing is, if you have the ability to run contests, if you have the ability to game-ify or make their job fun, they have the hardest job in sales right now. If you have a way to help them, they make it fun. Do those things as just a pure ratio number for you. What I have seen in the marketplace and from personal experience is that it’s taking essentially 200 calls to set one meeting. So just think about that every time an SDR set a meeting for you, they made 200 phone calls. Think about all the work and prep and rejection that went into that. That’s what they’re doing for you while you’re doing other things.
So folks appreciate the hell out of them. They deserve it. They’re awesome. And you will get more for it and you will have better relationships with them for, and we all win them. So thanks for listening. Appreciate it. Hope you guys enjoy the tip. Let me know if I can help with anything. Take care.
Scott Ingram: David has been a core contributor to the Sales Success Community for years, so if you’ll click over to DailySales.Tips/604 we’ll have links to several episodes, presentations, and other stories he’s contributed in addition to his LinkedIn profile and the PsychAndSales Podcast that he hosts with his wife, Ehrin.
Once you’ve checked out all of that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!