30 Minutes to President's Club | No-Nonsense Sales

186 (Lead) The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai)

Jan 11, 2024

Kyle Coleman, Metrics to Quota Calculator, discusses actionable leadership takeaways for interviewing and training high-performing SDRs. Topics include running live interviews with pair interviewers, a 90-day SDR onboarding program, 6 certifications, using the activity calculator, and Kyle's career path. They also cover building a strong team, executing an omni-channel approach, the future of SDRs, importance of personalization, and strategies for hiring and onboarding high-performing SDRs.

32:17

Episode guests

Kyle Coleman

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

During the hiring process, prioritize aptitude and attitude over pedigree to build an engaged and motivated team.

Provide comprehensive onboarding that goes beyond core tasks, exposing SDRs to various aspects of the role for effective skill development.

Deep dives

Redefine your talent profile

When hiring, it is important to prioritize aptitude and attitude over pedigree. Instead of focusing on factors like where someone went to school or what their parents do, assess their passion and energy during interviews. By finding individuals who are passionate and have good communication skills, you can build a team that is engaged and motivated to succeed.

Introduction

5min

Building a Strong Team through Effective Hiring

15min

Executing an Omni-Channel Approach and Certifications for Sales Prospecting

2min

The Future of SDRs and the Importance of Personalization in Sales

6min

Strategies for Hiring and Onboarding High-Performing SDRs

3min

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

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