Downloaded 146 times
Uploaded byBrandon Redlinger
The Rise of Sales Development
The document discusses the evolution and importance of sales development teams, highlighting their role in modern outbound sales and the specialization between sales development representatives (SDRs) and account executives (AEs). It emphasizes the need for appropriate hiring, effective onboarding, and continuous training to build successful sales teams and improve lead generation and qualification. Furthermore, the document outlines critical factors for sales process optimization, including channel diversity and content of touchpoints.
More Related Content
![[MTWebinar] 5 Sales kickoff best practices that are proven to work](https://cdn.slidesharecdn.com/ss_thumbnails/saleskickoffwebinardeckslideshare-151123135352-lva1-app6892-thumbnail.jpg?width=640&height=640&fit=bounds)
![UNLIMITED ADVENTURES. UNLIMITED OPPORTUNITIES [INBOUND 2014]](https://cdn.slidesharecdn.com/ss_thumbnails/1twuddlq4ueqrmctmzsg-signature-de29043bb99e66102e075e575fdfbc97065b8a580a60371b8a0a8937fb6ba09e-poli-140930093657-phpapp02-thumbnail.jpg?width=640&height=640&fit=bounds)
Similar to The Rise of Sales Development
The Rise of Sales Development
- 1. The Rise ofSales Development @PersistIQ
- 2. @PersistIQ “The sales developmentteam is the most important sales process innovation in the last 10 years.” -David Cummings (Click to Tweet)
- 3. 1. The 4Critical Factors………………………………………………….4 2. Number of Touchpoints……………………………………………….. 12 3. Channel Diversity………………………………………………………. 16 4. Time Between Touches……………………………………………….. 22 5. Content of Touchpoints………………………………………………… 30 6. Re-emphasize Business Value………………………………………...37 1. The Rise of Sales Development…………………………………. 2. The Rise of the SDR…………………………………………...….. 3. Modern Outbound Sales...……………………………………..…. 4. Building a Great Sales Development Team ………………...….. 5. Onboarding and Training …….…………………………………… 6. Further Reading……………...…………………………………….. @PersistIQ Table of Contents
- 4. @PersistIQ The Rise ofSales Development
- 5. The process thatentirely focuses on the front end of the sales cycle (or top of the sale funnel). @PersistIQ What is Sales Development?
- 6. @PersistIQ In the 1980swere lead by trend-setters such as Oracle, which was one of the fastest growing companies during that era. Other companies, like Salesforce (started by a former Oracle executive) quickly followed suit and put an emphasis on using technology to sell. Sales Development Pioneers
- 7. @PersistIQ Technology is transformingsales and a new way for prospecting and qualifying leads is emerging. It’s perfect marriage of technology, process and people and it’s known as “modern sales development.” A New Paradigm for Prospecting
- 8. @PersistIQ (Click to Tweet) “Newsales technology means new roles, new rules & new resources.” -PersistIQ
- 9. @PersistIQ Ken Krogue, founderof InsideSales.com, says, “Companies realized that they could be more leveraged if they broke the sales roles into closers and appointment setters.” Taking this approach, they saw their close ratio jump from 10% to 17%. New Roles Emerge
- 10. The “appointment setters”are the SDRs and BDRs who are responsible for prospecting, initiating contact, and qualifying leads. The “closers” are the AEs who are responsible for giving demos or consultations and negotiating contracts. @PersistIQ Role Specialization
- 11. @PersistIQ (Click to Tweet) “Companiesrealized they could be more effective if they broke the sales roles into closers & appointment setters.” -Ken Krogue, InsideSales.com
- 12. @PersistIQ The Rise ofthe SDR
- 13. Google Trends showsthat the term “sales development representative” broke into the scene no more than 2.5 years ago. @PersistIQ The Sales Development Rep
- 14. @PersistIQ The Rise ofthe SDR
- 15. Simply put, generatepipeline. How? Outbound sales. @PersistIQ The SDR’s Role
- 16.
- 17. Outbound Sales isanything that involves the sales rep reaching out to a prospect. This could be done through manually searching for prospects to calling and emailing prospects to interacting with them on social media. @PersistIQ What is Outbound?
- 18. @PersistIQ (Click to Tweet) Theuse of prospecting tools & setting meetings has become a skill in and of itself; thus the role of the SDR was born. -PersistIQ
- 19. If you’re startingyour first outbound campaign, we wrote an entire blog post on this, called The Quick Start Guide to Outbound Sales, which you can read here. @PersistIQ A Guide to Outbound
- 20. Though not allare mutually exclusive, prospecting tools live at the very top of a company’s sales funnel, and include tools like the following: ● PersistIQ Chrome Extension ● LinkedIn Sales Navigator ● Rapportive @PersistIQ The Tools & Technology
- 21. Another option isto buy lists prospects from a list broker. This gives you the advantage of time and quantity, but it often comes with price. @PersistIQ Buying Lists
- 22. @PersistIQ Build a GreatSales Development Team
- 23. @PersistIQ (Click to Tweet) “World-classsales hiring is the biggest driver of sales success” -Mark Roberge CRO at Hubspot
- 24. Great-functioning teams attractmore great talent, making it easier to hire in the future. Start by identifying defining your company and team culture. Don’t skip this step. Max Levchin said his biggest mistake at Slide was failing to define the company’s culture. @PersistIQ Hiring
- 25. An SDR willprobably spend a lot of time on the phone and writing emails, so look for people with good phone and writing skills and a track record of success in roles that required those skills. @PersistIQ The Hard Skills
- 26. The ability tolisten well is critical. Ask candidates to explain back a complicated point about your product that you walked them through. Or ask candidates to review a case study before the interview, then and have them explain it to you live. @PersistIQ The Soft Skills
- 27. At Hubspot, MarkRoberge looks for: 1. Coachability: the ability to absorb and apply coaching 2. Curiosity: the ability to understand a prospect’s context through effective questioning and listening 3. Prior Success: a history of top performance or remarkable achievements 4. Intelligence: the ability to learn complex concepts quickly and communicate them clearly 5. Work Ethic: proactively pursuing the company mission with a high@PersistIQ 5 Traits of a Good Sales Rep
- 28. We recently interviewedJordan Wan, CEO of CloserIQ, and he offered his 5 Tips for Hiring the Right Sales Reps Without Getting “Sold” @PersistIQ 5 Tips for Hiring
- 29. @PersistIQ Advice from KenKrogue of InsideSales Encourage employee referrals Profile candidates on LinkedIn Hire recent college graduates who are energetic and competitive Hire people who have recently finish professional accelerator programs
- 30.
- 31. Spend the 1stweek on company culture and processes, basic product training and getting comfortable with the sales process. By the end of the first week, reps should be able to take calls. @PersistIQ Onboarding - Week 1
- 32. The 2nd weekshould be heavy on role playing and taking calls every single day. Also consider peppering message and buyer personas. Reps should be comfortable with taking calls on their own at the end of the second week. @PersistIQ Onboarding - Week 2
- 33. Week 3 shouldconsist of more specific process training, such as CRM and outbound platform. Reps should be able to launch an entire outbound campaign on their own. @PersistIQ Onboarding - Week 3
- 34. Week 4 shouldconsist of more lead generation training as well as specific and more narrow topics, like call mapping and objection handling. By the end of the 1st month, reps should fully ramped. @PersistIQ Onboarding - Week 4
- 35. @PersistIQ (Click to Tweet) “Nineout of 10 sales training initiatives have no lasting impact beyond 120 days” -RAIN Group
- 36. Training doesn’t stopafter onboarding. Exams and certifications add predictability to sales trainings. Establish this culture early on during your onboarding, and do not deviate from the plan. @PersistIQ Ongoing Training
- 37. ● How toBuild the Perfect Sales Stack ● 4 Critical Factors For Sales Follow-Up Success ● 5 Steps to Personalizing Your Sales Emails at Scale @PersistIQ@clearbit Further Reading
- 38. @PersistIQ PersistIQ Want to seehow PersistIQ can help you be more effective with outbound sales? Let us show you! PersistIQ.com/demo #MeasuringSalesMetrics@clearbit @PersistIQ
Editor's Notes
- #5 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #6 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #7 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #8 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #10 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #11 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #13 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #14 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #15 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #16 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #17 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #18 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #20 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #21 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #22 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #23 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #25 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #26 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #27 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #28 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #29 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #30 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #31 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #32 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #33 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #34 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #35 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #37 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- #38 Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S