The Future of SDRs and the Importance of Personalization in Sales

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