30 Minutes to President's Club | No-Nonsense Sales #292 - Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School)
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May 2, 2024 Guest speaker Ken Amar from Agoge Prospecting School shares insights on overcoming team call reluctance and setting activity benchmarks for SDRs. Topics include testing call numbers, observing slow workflows, and implementing the 'headhunting drill'.
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Use Headhunting Drill With Execs
- Implement a "headhunting drill" where new SDRs cold call your internal executives during calendar gaps.
- This builds SDR confidence with execs and establishes internal political capital effectively.
Cold Call Benchmark: 1 Meeting Per 100 Dials
- For every 100 SDR dials, expect about 5–6 connects and one meeting booked.
- If this benchmark isn't met, investigate and address connect or conversion problems.
Focus On Conversions In One-on-Ones
- Require SDRs to bring their key conversion metrics, not just activity, to one-on-ones.
- Metrics should include email reply rates, sentiment, objection handling, and phone conversion rates.