This document discusses ideas for improving a sales development team. It suggests using the "five whys" technique to pass qualified opportunities and set introductory meetings. It also recommends building career paths for sales development representatives by establishing micro-promotions and sustainable tracks to promotions. Finally, it advises thinking differently about sales tools by focusing on using them to get on phone calls rather than relying solely on email.

1. #SalesDevelopment

3. 5% 15% 25%

4. 5% 15% 25%

5. It’s up to you.

6. IDEA #1
THE FIVE WHYS

7. Passing
qualified
opportunities
Setting
introductory
meetings

11. Is this model right for
this company
this market
this buyer
this segment
this AE team

12. IDEA #2
BUILD CAREER
PATHS

13. How many months should a
top SDR remain in their role
before seeking a promotion?

15. New skills
& challenge
New title
& role

16. Micro-promotions

17. SalesLoft’s SDR Career Matrix

18. Promote
or
lose them
Set them
up to
succeed

19. A better SDR-to-AE track

20. Stay with Us > Leave Me

21. Build
micro-promotions
achievement based steps
career paths
sustainable SDR-to-AE tracks
off-ramps out of sales

22. IDEA #3
THINK
DIFFERENTLY
ABOUT TOOLS

24. X
• data
• intel
• dialer
• email

25. How many meetings am I
willing to raise my quota by
to get this technology?

26. PARTING
THOUGHTS

27. It’s up to you.

28. Automate execution.
Retain sincerity, craft, and acumen

29. For us, every email is about getting on the
phone, you never close over email. You
never do discovery over email. You never
identify pain over an email.
Armando Mann
VP of Sales and Customer
Success
SalesforceIQ
We have a label on the phones that says
“ATM.” If you want to make money, pick up
the phone.

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