We’ve updated 5 tips from a panel of experts for effective 1 on 1 meetings with your SDRs. As a Sales or SDR manager, you need to keep track of what your SDR team is up to.
The performance of the SDR team is one of the main success factors in a company. So it’s crucial to keep track of their workload.
Let’s jump on in.
Neil Bhuiyan, Founder and Managing Director at HappySelling, recommends starting the meeting by doing a “recap of the last meeting”.
Opening a meeting with a quick reminder of what was discussed last week is a great starting point. This will help us understand where we’re starting from and see the evolution of the strategies discussed previously.
Another point that Neil brings up is to ask your SDR “What are you working on now?”. Austin Fuller, Director of Sales at Viking Cloud recommends, “have your reps own the meeting. They bring their forecasts and challenges. I roleplay or work directly with them to write emails, plan different plays, etc.”
Have the SDRs show what their week looks like, review new or complex leads, and practice how to reach out to them.
Now, it’s time to define, “how are you going to get there?”, as Neil outlines.
Javier Llorden, Specialist Advisor in Scaling Sales at B2B Startups, commented that they go through the dashboards and decide “actions that can lead to a better performance and planning specific actions to improve skillset”.
Once you have the big picture of where your SDR is at and where they need to get, it’s easier to define how to reach the goal.
Give your sales reps the chance to review what challenges they may find this week and coach them on how to face them.
Austin prefers to let the SDRs “come up with new prospecting strategies, other than copywriting in emails or phone scripts. We role-play if we need to make sure they feel comfortable with a new approach. It becomes 30 to 45 minutes, maybe an hour at the most working meeting where I get to bring my perspective and experience with the rep and help them think in a new way.”
He continues, “And really, the effect compounds, because then the rep can go and think in this new way on their own and use it with other prospects we weren’t able to meet about in the meeting.”
Neil’s approach is to really be there for his SDRs. He asks, “Between now and our next sync, what can I do to help this happen?”
Let your prospecting reps tell you how you can best support them. Give them the freedom to be creative, but make them feel they can count on your expertise at any point. Whether in the weekly 1 on 1, or any day.
Want more strategies for motivating your SDRs? Check out the webinar.
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