Sales leaders are coaching SDRs on activity metrics instead of what actually moves deals. Use call recording tools like GONG to find what works, then build feedback loops that let reps learn from their own calls.
Yeah, I mean, I try to make as many decisions that are like data based as possible. So if you use some of your enablement tools and this could be about the length of your call, if you have a tool like GONG or chorus and you can look at talk time or listen time and use data to find where are the gaps with an individual or with your team. And from there I would also really ask you to ask questions. The people who are going to be receiving the coaching, what they think are their gaps? Right. We're creating alignment again through this. If we're talking about just starting something that I might do would be listen to a call and send some feedback along and say, hey, what did you hear? And if we do this again, where might you want to focus? And that answer will give me the alignment that I need. Okay, I'll go here. We'll coach on this. If I hear something else or I read the data somewhere else, I'm going to say, hey, this is what you had asked for. I also noticed this. And we start this is going to help you like build and lift and uplift rather than these coaching sessions seem like a tear down which we never really want.
The SDR Role Is NOT a Stepping Stone | James Buckley on Cold Calling, AI & Career Growth
Trupeer Hired an Enterprise SDR in 1 Day. He Booked His First Meeting in Week 1
