Whether you are new to the world of sales or an experienced SDR, finding your way to success can be daunting in a remote sales environment. Never fear! We have put together a list of 5 steps to smashing your quotas and winning the world of sales.
1. Breaking Down Sky-High Expectations Into Realistic Everyday Goals
SDR’s have to handle a lot of pressure and high expectations and they don't always get the credit for their hard work!
Being an SDR and facing full quarter quotas can be daunting, especially if you are new to the world of sales, or you are getting started in a remote environment. If you have a great team lead they will help you through the initial stage of uneasiness, but often there is little guidance as to how to get started on achieving a final quota.
It can be a good thing to break down certain aims into more specific targets in order to find more direction and remain productive throughout the quarter. To achieve your lead quota look into creating a plan of action. Searching for prospects, scheduling email communications, keeping track of replies, setting daily KPIs for call numbers. Set goals for each day and take baby steps to reach final goals. Check out our Prospecting Toolkit, complete with Daily Prospecting Schedule.
2. Build Effective Communication and Contribute to Closing Deals
Whether you’ve just started working in an SDR role or you’re already an experienced sales rep, you probably already know that effective communication between an SDR and AE is essential to a successful sales process.
But what do I mean by effective communication?
Well, it's more than just the odd (virtual) coffee chat. Regular 1:1 meetings are key, but constructive feedback and strategic content sharing is also an essential piece of the communication puzzle.
Receiving feedback on the quality of your prospects from your AE, gaining insights into why certain leads didn’t progress or celebrating your successful leads is important for your working relationship and your growth as an SDR.
Of course, this line of communication between SDRs and AEs has become more challenging given the move to remote sales, but there are some great tech hacks you can use to make sure that you always stay in sync with each other.
For in-depth feedback loops use an in-call assistant, such as Ciara, to automatically generate meeting summaries and share highlights from your prospecting and lead qualification calls. After each call just share your summary via your CRM, or another channel of your choice... et voila your AEs is up to speed with potential leads. You get feedback on the quality of your work (and hopefully some well-deserved recognition) and they get insight into initial customer queries, needs, and potential objections, helping them prepare the perfect pitch in advance.
3. Play Detective and Solve Complex Customer Needs
A good SDR looks to understand a potential customer’s needs, wants, and challenges in order to establish if these are aligned with your product. Of course understanding customer needs and challenges, especially in this uncertain sales environment is not always an easy task...time to get your Sherlock Holmes hat on.
Not only do you need to understand your customer fully, but you also need to understand what your product can do for them. This means having new and key features, use cases, and accurate information on hand when you need it, the moment you need it. You must also navigate initial conversations with structure and clarity to make sure a prospect fully understands what you and your company are about.
One simple way SDRs can ensure that customer conversations stay on track in doing in-depth research on a prospective company and contact, as well as preempting objections. Then it's about laying out your product in a simple and clear way and guiding the prospect through features and value proposition.
You can use an in-call assistant to create call templates specific to you, your sales style, customer type, or even product category. With an app like Ciara, you can add structure to your call by adding key facts, conversation sections, and adding details of product features, especially those that are more complex. No need for sticky notes and a set script. With an in-call assistant, SDRs can drive forward deals with dynamic and structured conversations.
4. Learn to Be Your Own Sales Coach
As an SDR you are on the front line of sales, motivated, engaging, and a lot of the time young professionals...💪
Of course, youth does not always mean inexperience but as an SDR you might find yourself in need of guidance from time to time, especially when you are new to the role. After all, being an SDR means having to adapt to new product features, quick sales cycles, and complex initial conversations.
If you have a strong sales leader they will do everything they can to provide you with enough coaching and guidance as possible before sending you off into the big wide world of sales. However, with remote sales and home office dominating 2020 work culture it never hurts to have extra sustainable support and a growth mindset to go with it.
Take the time to read up on the latest industry trends, sales techniques, and strategies, learn from books, influencers, and blogs (plus points since you’re already here reading the Ciara blog), or embrace technology on your quest for sales productivity and growth.
You can use Ciara to get insight into your customer interactions allowing you to understand what went well, what went wrong, and what steps you need to take next...maybe a follow-up call is what's needed, or is the lead qualified and ready for hand over?
Looking back on call summaries can help you see missed opportunities, questions, and the balance and flow of your conversation. You can also recap customer objections and develop your own objection handling cards so that the next time a new lead flags a common concern you can pull up your battle card and use it in real-time...it never hurts to have back up.
5. Reduce Your Risk of Burnout: Be Strategic with Your To-Do List
The life of an SDR is not easy...we salute you. Remote work can be isolating, targets high and tasks monotonous. Burnout is a real risk for many sales professionals so make sure you check in with yourself and your team from time to time.
Take regular breaks, switch up your routine, get exercise and fresh air, and talk to your colleagues and sales leaders if things get worse.
See if there is scope for more creativity, new techniques in your role, or develop hacks for upping productivity whilst minimizing workload. This might be as simple as the time of day you do your calling vs. researching, or the rhythm in which you take breaks.
It might also be testing out new sales enablement tools, or in-call assistants that reduce the mind-numbing admin and document recording you have to do by automating the whole process: syncing meeting notes to your CRM so you can focus on the important stuff: calling your prospects and enjoying interactions.
Ready to prospect like a champ?
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