Do you have an SDR Manager in your sales team? If not, you could be missing out on significant rewards. Here’s everything you need to know.
As you grow your SDR team, it’s essential that new starters are onboarded and running successfully, building pipeline. If not, it can have a knock-on effect on the rest of the sales team, as well as marketing.
As companies invest more resources into their SDR team, on a quest for quality at the start of the sales funnel, the importance of the role of SDR Manager is growing. In high-performance sales teams, sales leaders are already pulled in many different directions. A dedicated SDR Manager can provide the time, effort and resources necessary to succeed.
Here are five reasons why an SDR Manager is an asset to any sales team.
1 – SDR Manager help SDRs perform better
SDR managers can work with their individual SDRs to help them perform better. Managers can coach them to get better at their day-to-day activities. Together, managers can work with their SDRs on trying new approaches and methods, looking for ways to improve the process. This should quickly lead to better results.
Managers can also help SDRs develop their skills for their next role in the sales team; the role of AE, for example.
2 – A bridge between SDRs and the wider organisation
SDRs speak to prospects and companies that fit your Ideal Customer Profile more than anyone else in your organisation. They know before anyone else what is happening at the frontline. They can bring unique insights about your market and product. However, because they are generally at the start of their career, they do not all have the confidence to speak up.
Your SDR Manager, with the experience to spot patterns and their consequences, can be the channel to provide feedback to the wider organisation.
3 – Hiring
Hiring SDRs can be time-consuming for sales leaders. It also can be quite commoditised, when you’re hiring on attitude and aptitude rather than years of experience.
A dedicated SDR Manager can take ownership of the hiring process for SDRs. They are just as knowledgeable as to what kind of person will be a successful SDR in your organisation.
They can build a repeatable and scalable hiring and onboarding process to maximise efficiency and future growth.
4 – Having an SDR Manager boosts retention
Attrition is always a challenge with SDRs. The average tenure for an SDR is less than 18 months. An SDR Manager can alleviate this problem through coaching. They can help SDRs feel more valued in their role and less likely to look elsewhere. They can help them map out career paths, then help them along their journey.
5 – It’s a great role for the SDR Manager
The SDR Manager role itself is an excellent way for people who want to progress in an organisation to show what they’re about. They have to wear many hats and become well-versed with managing millennials. They have responsibility for training, onboarding and helping SDRs progress in their career. They are managers and motivators.
It is a terrific opportunity for salespeople who want to get into management but are not experienced enough for other sales leadership roles yet. It could be what stops a great salesperson leaving to go elsewhere.
How to identify an SDR Manager
Demand for SDR Managers is growing quickly. Don’t run into a supply issue. As your team expands, identify potential team leads that you may be able to promote.
Here are some attributes you can look for:
- Consistent overachievement – your SDR Manager should have a track record of producing exceptional results, whether that is qualified leads as an SDR or revenue as an AE.
- A student of sales – Look for an SDR Manager who is devoted to the art and science that is sales. You need an SDR Manager who is knowledgeable about the way sales works and the different methods, as well as someone who is working hard to become successful.
- Awareness – You see what a salesperson is really made of when things are not going well, not when they are flying high. Observe how they react and how open they are to change. Can they be flexible and think outside the box? This will help you see how they will be as a manager.
The importance of enablement
At SalesWorks, we often see companies promote high-performing individual contributors into SDR Manager roles, but it turns out they were not necessarily right for the role. We also see talented managers start a SDR Manager role, but struggle due to a lack of enablement.
That’s why we’re about to stage a 1-day workshop around SDR leadership, where our terrific team will help you build the habits and skills that equip you for success, all based around our comprehensive 4S framework.
To book your place, simply click here.