Revitalizing SDR Teams Through Strategy and Incentives

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding
• Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission.
• When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team.
• Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings.

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