Podcast episode
Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School)
30 Minutes to President's Club2 May 202435 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a "headhunting drill" and have your new reps call your own executive team SDRs should have 300-400 prospects in sequence Test your rep's call from numbers to be sure they aren't being marked as "spam likely" Sit next to reps with slow workflows to observe what's slowing them down PATH TO PRESIDENT’S CLUB Consultant @ Agoge Prospecting School Director of Sales Development @ Vercel Senior Manager of Sales Development @ Outreach SDR Team Lead @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Agoge Sequence 30MPC Training: 30mpc.com/training
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Had you taught them any objection handling principles? Were you just giving them a script and saying, hey, you're going to say this word for word? What did you make sure that they knew, and what were you okay with them learning on the fly or on the job? So the day before, we give them the call script. I know script can be a bit of a loader. “The call framework that the other SDRs would use. And we'd encourage them to spend some time role-playing with other people internally,” or in some cases, memorizing the framework. And so the next day, the SDRs would come in, having spent a lot of time, probably very anxious to do role-plays. But before we'd even do role-plays internally, we'd get them into this drill.
The call framework that the other SDRs would use. And we'd encourage them to spend some time role-playing with other people internally, or in some cases, memorizing the framework. And so the next day, the SDRs would come in, having spent a lot of time, “But before we'd even do role-plays internally, we'd get them into this drill.” Because the number one problem we see with new SDRs is call reliance. So if you can kill that, you can teach them how to sell complicated ERP software or whatever it is yourself. Can you talk about the setup of this? Where are you getting the phone numbers? Which prospects? And yeah, how do you actually do this?
you can blast out hundreds of calls in the space of an hour and get pretty good connect. So what do you do in that five hours you have left? Oh, you research accounts, right? And that's like this kind of abyss, this black box of researching accounts and SCRs can get stuck in. “My recommendation is if you buy a dialer, you've got to increase your KPIs, right? If you don't,” your SCRs aren't as productive as they could be. I want to ask you about that, Ken, because that black box seems very scary. I remember looking at SCR calendars before and some folks, they're very regimented. They put their time blocks on their calendar and you think you have a sense