Melanie Smith, Head of Sales Development at Nooks, breaks down the exact systems, metrics, and coaching frameworks she uses to run one of the highest-performing SDR teams in outbound. In this episode, she shares KPI structures, call-block strategy, cold-call skill development, and how leaders can scale connect rates, conversation rates, and meeting production without burning out their reps.
🎙️ ACTIONABLE TAKEAWAYS:
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Weekly SDR readouts: Reps review KPIs and explain every meeting they booked to surface repeatable plays.
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Use AI for call pattern analysis: Analyze winning call transcripts to find coaching themes and enablement topics.
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Own rep career paths: Align with other departments and give SDRs projects that build promotion-ready skills.
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One thing — Call for Intel & Intros: Run an “I&I” block where reps call below-the-line users to gather insights and get warm introductions.
MELANIE’S PATH TO PRESIDENT’S CLUB:
- Scaled team from 10→50 @ Klue, then 4→33 @ Nooks in 18 months
- Top 2 performer @ Klue during 1.5-year tenure before moving into SDR leadership
These Courses Will Get You to President’s Club
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5
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