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Kyle Porter's presentation for Sales Hacker Boston
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What the best sales development organizations do right.And what the worst do wrong.
CEO and founder of SalesLoft
Kyle Porter
@kyleporter#rainmakers
CEO and founder of SalesLoft
@kyleporter
Kyle Porter
CEO and founder of SalesLoft
@kyleporter
Kyle Porter
@kyleporter
RevenueA
nnua
l Rec
urri
ng R
even
ue
Months (2014)
JAN FEB MAR APR MAY JUN JUL AUG
$0
$600 K
$1.2 Million
$1.8 Million
$2.4 Million
$3 Million
@kyleporter
16-02007
Build this kind of SDR team
@kyleporter
0-162008
Not this one
@kyleporter
CLIENTS550+ Many of them
SDR TEAMS
What makes the “greats” great?What makes the “bads” bad?
@kyleporter
Treat sales development like lower class citizens.
Prioritization
No time or budget allocated to SDR team.
(BAD)
@kyleporter
SDRs are considered equal class.
SDR team is visible to CEO and executives.
Prioritization
Time and money is budgeted to the SDR team.
(GOOD)
@kyleporter
@kyleporter
Hire anyone and believe they will fit in with the team.
Hiring
Do not focus on culture.
Make exceptions just to fill seats.
(BAD)
@kyleporter
Culture as a top priority.
Hire top 1% of individuals in their field.
Hiring(GOOD)
Hire reps who can punch above their weight class and have an entrepreneurial attitude.
1%
@salesloft
positive.
supportive.
self-starting.
@kyleporter
Hire reps and let them sink or swim.
Don’t dedicate time to SDRs.
(BAD)Training & On-boarding
Don’t encourage peer interaction.
@kyleporter
1 on 1’s for one hour every week
Team environment
Training & On-boarding(GOOD)
Defined playbook for quick ramp-up time
Significant phone call role play
@kyleporter
Massive list buys
Spam blasts
Overloading transactional emails in marketing automation software
(BAD)Process
Reps with too many prospects.
@kyleporter
Find contacts from professional profiles.
Use manageable chunks of prospecting each day.
Process(GOOD)
Develop a rhythm and cadence.
Manage based on specific metrics.
@kyleporter
(BAD)Compensation
Compensate SDRs based on metrics they can’t control
Use a plan from another company without testing it
@kyleporter
Pay reps based on metrics that are super applicable to them (demos completed)
Compensation(GOOD)
Test and find the best compensation plan for your team
Be transparent with new hires
@salesloft
Questions?
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