30 Minutes to President's Club | No-Nonsense Sales 222 (Lead) Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage)
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Jun 6, 2024 
Melissa Lui, Co-founder and CEO of AirGarage, shares insights on coaching SDR teams. Topics include structuring one-on-ones, SDR forecasts, and training on probing GAP questions. Learn about optimizing sales productivity, coaching frameworks, and categorizing accounts into cold, warm, and hot. Discover strategies for coaching SDR teams and leaders, emphasizing personalized cold emails and sales acceleration tools.
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Structured Manager's Calendar
- Time block your sales managers' calendars for optimal performance.
- Prioritize one-on-ones at the week's start, mid-week call reviews, and role-playing by the end.
GROW Coaching Framework
- Use a framework like GROW (Goal, Reality, Options, Will) for coaching and difficult conversations.
- This structures conversations around goals, current reality, potential solutions, and agreed-upon action plans.
Tribal Training Culture
- Create a tribal training culture by pairing managers based on complementary strengths and weaknesses.
- Pair experienced managers with newer ones for mutual learning and development.