Anat Shiwak, Head of Global Sales Development, Okta Speaking at The 2018 Sales Development Conference at the Ritz-Carlton San Francisco.

1. Handling Exceptional Growth
Anat Shiwak, Head of Global Sales Development and Inside Sales

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In ~12 months we
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• Doubled in size
• Opened new offices & expanded existing ones
• Promoted ~30 people
• Increased call volume by 2x
• Experimented with new roles
• Delivered a (beep) ton of pipeline

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we also learned a lot…
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here are some of my key takeaways

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talk to everyone

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Individual 1:1s with SDRs. Yes, all of them
Your customers: AEs
Leadership
All Demand Gen functions
Your directs
Peers in other companies
Anyone else who interacts with your group
One question: how can I help you?

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get dedicated support where possible

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Enablement
It takes a village
Recruiting HR
Operations Commissions Systems
Executive championFinanceWorkplace

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establish structure and process

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standardized process
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Invest in a robust onboarding program
Create a hiring plan; know who’s coming and who’s going
Create a master playbook
Define the 3, 6, 9 12 milestones
Engage Sr. SDRs in the interview process and training
Use templates where possible, caledarize tasks

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Rhythm of the Business
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Week 1: Business Planning
Week 2: Coaching/ Career Dev
SDRs
Quarterly offsite/ onsite
Monthly SDR All-Hands
Monthly performance review
Pipeline Fridays
SDR Mgmt Sales + MKT Leadership
Quarterly Business Review
Week 3: Progress Check in
Week 4: Final push and debrief
AE: SDR Weekly
Team Meeting
Bi-weekly hiring sync
Monthly People Review
SDR-DG Sync

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look for productivity hacks

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Time Management
Leveraging technology
Intra Office Travel
Best Practice Sharing
Managing transitions carefully
Interns
Try new things

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balance big picture with tactical understanding

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Big Picture
•Team vision
•Big Rocks
•Planning
•Culture setting
•Managing Up
•Evangelism
•Data analysis
In the weeds
•Call shadowing
•Lead feedback
•Outbound process
•People topics
•Systems
•Messaging
•SDR 1:1s

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science the $&i# out of this

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Activity
Connect
Meeting set
Meeting
executed
Accepted
Opportunities
Which tactics work best for each segment?
What are the short/mid-term levers I can pull?
What do I want to incentivize?
Understanding the individual, segment, team funnel

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celebrate the success,
then go fix something else
the only constant is change
so,