30 Minutes to President's Club | No-Nonsense Sales #533 - How to Build a Team That Thrives on 700 Cold Calls a Week | Melanie Smith
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Dec 18, 2025 Melanie Smith, Head of Sales Development at Nooks, is an expert in scaling SDR teams, having rapidly grown teams at Klue and Nooks. She shares her strategies for running a high-performing SDR team, emphasizing cold-call systems and career paths for reps. Expect insights on using AI for call analysis, blocking time for intel-gathering calls, and adjusting KPIs to promote creativity. Melanie also discusses the importance of connect and conversation rates and reveals actionable takeaways to boost performance without burning out team members.
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Weekly SDR Readouts Build Rep Accountability
- Run a weekly Friday standup where each SDR presents their KPIs and booked meetings to the team.
- Make reps speak 90% and leaders drive 10% to surface repeatable plays and accountability.
Use AI To Surface Winning Call Patterns
- Use ChatGPT to analyze transcripts of booked cold-call meetings and identify repeating winning patterns.
- Turn those patterns into coaching themes and team enablement topics.
Own Rep Career Paths Beyond AE Tracks
- Own your SDRs' career paths by partnering with adjacent department heads to define promotable skills.
- Give SDRs projects (e.g., enablement, ROI docs) that build promotion-ready experience.