During the COVID pandemic, some common mistakes SDR leaders made included focusing too much on quantity over quality and survivorship bias. Post-COVID, better approaches include more data-driven coaching using metrics like team performance, email sentiment, and call conversions. Motivation techniques also evolved, with pre-COVID emphasizing spiffs but now recognizing the importance of mental health and career progression support.

1. Empowering SDR Leaders During & After COVID
Ken Amar | Senior SDR Manager, Outreach

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Ken Amar
Ken Amar's LinkedIn
Ken.amar@outreach.io

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● Common mistakes during COVID: Activities & biases
● Post COVID learnings: Data driven coaching & management
● Motivation & Spiffs: Pre & Post COVID Spiffs & motivation
Agenda

4. Common Mistakes during COVID

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Pre COVID

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During COVID

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Emphasis on quantity
More dials! More people added to sequence!

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Survivorship bias
Addressing cognitive biases

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Focusing on the wrong metrics

10. Post COVID Learnings

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Enablement: From Managers to CROs

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Enablement: From Personalization to Relevance

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Enablement: From Personalization to Relevance

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Conversions over quantity: team performance

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Conversions over quantity: sentiment

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Conversions over quantity: call conversions

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● Option 1: Team Performance
a. Total Opportunities= (Total Prospects contacted X Historical meeting conversion rate)
● Option 2: Email Sentiment
a. Total Opportunities= (.7 X Positive replies)+(.2 X Objections)
● Option 3: Call Conversion
a. Total Opportunities= ((Total calls X .05) X (Call conversion rate))
Putting it all together: 3 formulas

18. Spiffs & Motivation

19. Pre COVID Spiffs
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20. Post COVID Spiffs: Moving beyond Zoom
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21. Mental Health & Career Progression
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22. Thank You