The document outlines strategies for sales development focusing on recruiting excellence, career path building for Sales Development Representatives (SDRs), and leveraging tools and technology. It emphasizes the importance of setting realistic promotion timelines and creating sustainable tracks for SDRs to transition to Account Executives (AEs). Key ideas include the 'five whys' for qualified opportunities and the need for innovative thinking in tool adoption.

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SALES
DEVELOPMENT
Trish Bertuzzi
@bridgegroupinc
2017 & Beyond

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5% 15% 25%

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5% 15% 25%

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It’s up to you.

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IDEA #1 THE FIVE WHYS

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Passing
qualified
opportunities
Setting
introductory
meetings

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

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IDEA #2 WIN AT RECRUITING

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We

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Achieve excellence in
attracting
converting
interviewing
hiring
leveraging

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IDEA #3 BUILD CAREER PATHS

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

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New skills
& challenge
New title
& role

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Micro-promotions

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SalesLoft’s SDR Career Matrix

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Promote
to not lose
them
Set them
up to fail

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A better SDR-to-AE track

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Stay with Us > Leave Me

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

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IDEA #4
THINK DIFFERENTLY
ABOUT TOOLS

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X
• data
• intel
• dialer
• email

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Am I willing to
raise my quota by one meeting
to get this technology?

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PARTING THOUGHTS

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It’s up to you.

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5% 15% 25%

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gettalk.at/inbound