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Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog


New Thinking for a New Wave of Sales Candidates

Posted by Sally Duby on Wed, Nov 04, 2015

It’s a tough hiring market -- especially for SDR and AE roles. In some locations (San Francisco, New York, and Boston), it has become almost impossible.

I know from speaking with Sales Leaders (and from our research) that companies are being forced to hire younger and less experienced reps. It seems “straight out of college” has become the new “1-2 years of experience” and that “minimum of 1 year of selling” has replaced “3+ years in a sales capacity.”

By this point, if you don’t have a healthy number of “Millennials” on your team, you’re in the minority. Despite the stereotypes (social media-obsessed, marriage-delaying, selfie-addicts), Millennials actually stay longer with their employers than the previous generation.

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Topics: inside sales management, inside sales hiring, inside sales motivation

"Sit" Your Team Up for Success

Posted by Sally Duby on Thu, Sep 10, 2015

You’ve spent hours interviewing, training, and coaching your inside sales team to help them hit their goals. But are you truly ‘sitting’ them up for success?

While open floor-plans in offices are in vogue, we shouldn’t always succumb to every trend. (Clogs, jeggings, mullets… need I say more?)

The New Yorkerin a review of research on this nouveau workplace design, determined that the benefits in building camaraderie simply mask the negative effects on work performance. While employees feel like they’re part of a laid-back, innovative enterprise, the environment ultimately damages workers’ attention spans, productivity, creative thinking, and satisfaction.
  - Lindsey Kaufman, The Washington Post

Inside sales reps, in particular, need to be able to make calls in a calm, quiet and controllable environment. Can you imagine prospecting while 5, 15, or 50 of your closest colleagues hold their own conversations? This makes no sense for those of who make our livings talking and listening for 3+ hours a day.

Take a look at Glassdoor reviews posted by inside sales reps and you'll find

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Topics: inside sales management

6 Ideas for Making Your Sales Team Warriors

Posted by Sally Duby on Tue, Jul 07, 2015

For the first time in 40 years, my beloved Golden State Warriors are NBA champions!

While I might attribute this to my lucky socks and pregame ritual, many pundits credit their teamwork. And specifically, their league leading record of assists per game.

"The face of the franchise was Stephen Curry, a point guard who was voted the league’s Most Valuable Player …. a highly aware passer and playmaker (he finished 4th in assists)"
- The Economist

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Topics: inside sales management

Should You Replace Your SDRs with Automation?

Posted by Trish Bertuzzi on Thu, May 21, 2015

One of the best parts of my job is talking to entrepreneurs in the sales technology space. The other day, I took a call from a stealth-mode founder with a bold vision.

Here’s his pitch:

If you’re generating inbound leads and are focused on setting introductory meetings/demos for sales reps, technology can replace your entire SDR team.

Provocative, right?

He argued that for many inbound SDR organizations, all they do is push the meeting. They send email after email and answer every question a prospects asks with “you’ll find that out if you take the meeting.”

In a way, I agree with him. Far too many teams are doing little more than identifying the guy, checking for a pulse, and closing on the meeting. There’s little-to-no vision creation or pain/consequence discovery. This approach can work beautifully when the goal is "getting more and more at bats” for the sales team.

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Topics: inside sales management

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