The document discusses using agile and lean processes for sales development representative (SDR) management and prospecting. It advocates adopting short-term planning cycles and iterative improvements to optimize workflows, eliminate waste, and quickly respond to changes. Specific recommendations include daily stand-ups and retrospectives, managing prospect data through sorting and standardization, and incentivizing SDRs based on metrics like conversation rates. The document argues this agile approach can dramatically increase prospecting activity and opportunities compared to traditional long-term planning models.

1. Modern SDR Management
Drive Operational Excellence with Agile and
Lean Prospecting Here
Kevin O’Malley
@b2bkevin
#Rainmaker2015

2. Modern SDR Management | Drive Operational
Excellence with Agile and Lean Prospecting
Agile
Processes
Lean
Prospec0ng
SDR’s

3. #Rainmaker2015
Kevin O’Malley
VP of Marketing & Sales Development
Catavolt

4. Lean Prospecting Flow
Identify Customer
Value
(Ideal Client Profile)
Map the Value
Stream
(Optimize Processes)
Create Flow
(Track Metrics,
Eliminate Waste)
Establish Pull
(Determine Optimal
Level of Prospecting)
Pursue Perfection
(Use an Agile, Iterative
Approach)

5. Comparison of SDR Agile vs. Waterfall Processes
Tradi0onal
Agile
Planning-­‐Scale
Long-­‐term
Short-­‐term
Distance
Between
Prospect
and
BDR
Long
Short
Time
between
campaign
planning
and
implementa0on
Long
Short
Time
to
discover
problems
Long
Short
Risk
of
Missing
The
Target
High
Low
Ability
to
respond
to
change
Low
High

6. 3 Agile Management Mantras
1. Managing scarce resource of time
2. Manage the data, get what you need for
today and get rid of what you don’t need
3. Manage effort, incentivize results

7. #1 - Managing scarce resource of time
Format
Tool
Daily
Daily
Stand-­‐up
-­‐
Yesterday
Results
and
Today’s
Plan
Rivalry
Sprint
(2
Weeks)
Retrospec?ve
-­‐
What
worked,
What
didn’t,
What
Should
WE
take
ac?on
on
Trello
-­‐
Kanban
1:1
Individual
Coaching
Rivalry
On-­‐Going
Kaizen
and
5S’s
Whiteboard

8. # 2 - All about the data, no trouble
5 S’s of Prospecting Data:
Sort - What prospects do you really need?
Set - Is the prospect in the correct place?
Shine - Is the prospect up to date?
Standardize - Are you prospecting consistently?
Sustain - Are you able to predict the results?

9. #3 - Track effort and incentivize results
Measurement
Sprint
Expecta0ons
AOempt:Conversa0on
Conversion
Input
4.5%
Conversa0on:Intro/
Demo
Input
10%
Intro’s/Demo’s:Opp
Output
18%

10. Waterfall vs. Agile Prospecting
Waterfall
Agile
Difference
Prospects
Created
240,000
24,000
100X
Emails
Sent
>
1M
75,000
A
lot!
Phone
Calls
<
500
>
80,000
A
lot!
Opportuni0es
100
200+
2X

11. Thank You!
#Rainmaker2015