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)

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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.

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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

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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?