This article is reprinted, with the author Kyle Porter’s permission, from the WittyParrot “My Best Tip for Sales Success” eBook published in May 2015.

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I’ve had the pleasure of interacting with over 200 fast-growing software & technology businesses this year. Many of these companies are the fastest growing & most respected businesses in the world. Most of them are focused on scaling up.

One of the common denominators from many of these companies is their deployment of a worldclass sales development team.

A sales development team is a phone and email-based team that identifies, connects with, &qualifies prospects, then passes them to a sales person who takes over for the rest of the sales process.

World-class sales development teams have the following characteristics:

  • Dedicated leader (not someone focused on both closing & opening roles)
  • A defined rhythm & cadence for number of new prospect contacts each day & defined process of emails, phone calls, social drips, over a certain number of days
  • A process for finding & extracting new prospects from LinkedIn into their CRM
  • A modern, web-based CRM.
  • Weekly one-on-one coaching with SDRs.
  • A metrics driven organization with transparency in reporting.
  • A defined onboarding & training process preferably with a playbook: https://salesloft.com/resources/ebook/sales-development-playbook-planning/
  • Visibility at the executive level.
  • A career path to progression.


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About Kyle Porter

Kyle Porter is the Founder & CEO of SalesLoft. Grew company 2000% in 2014 from $200k to $4mm in recurring revenue. Kyle was the #1 blog writer for salesforce.com last year, & is President of the American Association of Inside Sales Professionals Atlanta Chapter.

Follow Kyle
@kyleporter
www.salesloft.com/resources/blog

Topics: Sales Enablement, wittyparrot ebook

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