Alleviating Non-Sales Activities

Opt In | Ep. 53

According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling organizations.”

But simply setting up an SDR team doesn’t guarantee results. There are still plenty of hurdles that both the reps and their leaders have to overcome for that team to produce replicable results.

One of those hurdles focuses on time management. And specifically, “setting up a non-SDR resource responsible for sourcing external prospecting data.”

Basically, SDR Operations.

Should SDRs be doing their own research? Yes – it can help them build the context they need to create relevant messaging. But they don’t need to be cleaning up bad email addresses and phone numbers.

The goal of having an ops person or team is to reduce the amount of administrative work (pulling contact info, building org charts, etc.) for your SDRs so they have more time to do specialized work (having conversations with prospects, sharing relevant content, etc.).

After all, you don’t incentivize your SDRs to pull data, you incentivize them to generate pipeline revenue.

Opt In to having an operations arm supporting your SDRs and allowing them to focus on prospecting, not admin work.