In the bustling world of Sales Development, our SDRs often find themselves in the thick of tasks that could be considered the "dirty work."
Whether it's making numerous dials, conducting in-depth research, or consistently adding new accounts, these tasks form the bedrock of any successful sales process.
But when we notice our SDRs hesitating to dive into these critical tasks, we need to take a moment and ask ourselves a vital question:
"Are we linking the daily grind to the right incentives?"
Before we lay the responsibility solely on the shoulders of our SDRs, it's crucial that we understand the unique motivations that drive each of them.
Some are motivated by the allure of money💰, others are propelled by the prospect of career progression📈, and some might even find satisfaction in the simple act of hitting their quota.
This diverse landscape of motivations leads us to a key question: Are we doing the math with our SDRs?
Do they understand what it takes to hit their personal goals?
Do they know the number of dials it takes to establish a connect, or how many conversations they need to book enough meetings for the month?
Have we made it clear how many meetings they need to book over the year to be eligible for a promotion?
Is this information readily accessible and easily understandable for them?
To help our SDRs monitor their progress and stay motivated, it's imperative that we build trackers that enable them to follow their daily, weekly, monthly, and yearly performance.
This not only promotes transparency but also helps instill a sense of control and ownership over their own success.
As we venture further into a tough 2023, let's commit to inspiring motivation through clarity, tracking, and making every activity count.
Let's work together to align incentives with our SDRs' unique drives and goals.
After all, when our SDRs succeed, we all do.
Here's to a productive and successful August and the rest of the year!