222 (Lead) Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage)
30 Minutes to President's Club | No-Nonsense Sales
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Coaching Structure and Account Categorization for SDR Teams
This chapter delves into the coaching structure for one-on-one meetings with SDRs, stressing the significance of empowering SDRs to lead the agenda, reviewing their upcoming meetings, evaluating call performance, forecasting booked meetings, and discussing career aspirations. It also discusses the ownership SDRs should have in setting the agenda and tasks, categorizing accounts as cold, warm, and hot for strategic actions, and the training strategy for addressing gaps using process, provoking, and probing questions.
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