Opt In | Ep. 56

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. It requires guidance, proactive management, and elasticity to be successful. You can’t “plug and play” a team and expect to generate recurring revenue.

One of the ways that guiding hand can make a significant impact is around SDR role specialization. Basically, focusing the inputs of the SDR around a specific output.

Think: qualifying inbound leads vs. penetrating target enterprise accounts vs. reaching out to closed-lost SMB opps.

Those are 3 specific scenarios where an SDR would alter their cadence (inputs) to match the desired outcome (output). And that context-switching is costing reps a lot of time & energy.

We actually talked about this topic on our podcast with Karlie Morien. And we open the episode up with this:

For a role as vital as the SDR, we sure do a bad job of focusing their efforts. From working inbounds to running an outbound motion to handling nurture accounts, reps are often split across multiple campaigns and channels.

That split (and the associated context switching) is what pushed Karlie to employ a specialization strategy on her team. Seeing which marketing channels produced the most leads helped direct how she deployed her reps, and that deployment ultimately evolved into specialized roles.

There’s danger in trying to slice and dice your team too much, but there are also a lot of benefits to doing it right.

• SDRs become adept at a specific channel/outreach method, increasing efficiency and volume of leads over time.
• SDRs can develop deeper messaging expertise to make their prospecting efforts more effective.
• Specialized roles require specialized skills – which you can look for in the hiring process. That saves a ton of time and effort for your recruiting & onboarding team.

Opt In to evaluating your marketing channels and seeing if SDR role specialization is right for your team.

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. It requires guidance, proactive management, and elasticity to be successful. You can’t “plug and play” a team and expect to generate recurring revenue.