Podcast episode
The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai)
30 Minutes to President's Club11 Jan 202432 min
Description
Kyle Coleman's Metrics to Quota Calculator FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Kyle runs 3 live interviews with pair interviewers — having two people from your team will give you a better read Run 90 day SDR onboarding where the first 30 days are focused on the core parts of prospecting and the next 60 are focused on full business acumen (e.g. running a 5m in demo) The 6 certifications at the end of the 30 days are LinkedIn, Email, Cold Calls, Video Prospecting, Organizing Your Week, and Activity Mix. Use Kyle’s activity calculator (in the show notes) to back out how many activities your SDRs should be doing to get to quota PATH TO PRESIDENT’S CLUB CMO @ Copy.ai CMO @ Clari SVP of Marketing @ Clari Group VP, Growth & Enablement @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Number two, go deep and wide during onboarding. Most managers are very good at going deep and we'll just use SDRs as a sort of example here, but I think the same is true with AEs, with marketing folks, all sorts of go to market people. But for SDRs, a lot of hiring managers will train them on here's how to write a cold email. “Here's how to make cold calls.” We're going to endlessly coach you on this for 30 days and then we're going to set you free and that's great and you have to do that. But there's way, way more to modern SDR roles than just cold calling or just emailing. So make sure that you're going wide. Give them exposure to the product. Don't expect them to be able to give a full demo like a sales engineer, but expect them