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Sales development is a critical part of today’s business environment. Many companies require a team to manage the high volume of leads generated by technology-supported outbound efforts to maintain a pipeline and scale up successfully, and sales development rep training is a core component of building an SD team that succeeds.
Success starts with establishing a solid foundation when bringing new talent into your sales team. Our guest post explores practical tips for working with new sales development representatives so they are equipped to meet goals while feeling supported in their roles.
Start With Structured Training
Effectively training new employees is your first step in building their confidence and competence. Sales development representatives (SDRs) must learn the processes, tools, and expectations that define success. To achieve this, create a structured onboarding program that provides clarity and consistency.
Begin by introducing your SDRs to the systems and software they’ll use daily and guide them through your organization’s sales process. Share examples of successful (and unsuccessful) approaches from veteran team members backed by accurate data. With these insights, you can solidify their understanding of theoretical and practical applications.
During these sessions, encourage open discussions of what new team members have learned and identify areas where additional support or clarification is necessary.
Foster Ongoing Communication
Open communication is a must when working with new SDRs. From an employee’s first day, managers should establish clear lines of communication that encourage questions, feedback, and collaboration. Prompt, honest discussions about performance and expectations can prevent misunderstandings and help SDRs stay aligned with team goals.
Set up regular one-on-one meetings to discuss daily or weekly experiences. Use these discussions to address their challenges, brainstorm solutions, and celebrate accomplishments. Employees who feel listened to will be more motivated to adapt and excel. Managers should also be receptive to and ask for feedback from SDRs about their onboarding and training experiences, as this can highlight opportunities for improvement.
Provide feedback in real-time when possible. Immediate input resonates far more than delayed praise or critiques. SDRs will feel more engaged when they know where they stand and how they can grow.
Set Clear Goals and Manage Expectations
It’s essential to set realistic objectives for your team. New SDRs benefit from measurable, achievable goals that help them build momentum while learning the ropes. Generic objectives are unproductive; instead, tailoring goals to their experience level is wise. For instance, initial goals could include a specific number of daily prospecting calls or correctly qualified leads.
When setting goals, ensure that they connect to larger team objectives. Reinforce the idea that their efforts contribute to a broader purpose. Understanding how their role aligns with organizational success will empower them and create accountability.
Monitor Performance and Offer Support
Once SDRs fully integrate into their roles, consistent performance monitoring ensures accountability while clarifying areas for growth. Use key performance indicators (KPIs) to track their progress compared to team benchmarks. Share these metrics during scheduled reviews and outline actionable steps for improvement when necessary.
It’s critical to support SDRs, especially when challenges arise. Offer additional coaching, assistance, or continued training for areas where they struggle. When you show that their success is a priority, they will respond by committing to improvement. A supportive and growth-focused environment elevates sales outcomes, reduces turnover, and creates loyalty among hires.
Invest in Your Team’s Success
The success of your new hires depends on strategy, empathy, and ongoing commitment. Applying these tips when working with new sales development representatives creates a framework that encourages long-term growth and team synergy.
Conclusion: Tips for Working with New Sales Development Representatives
You may wonder if the time, effort, and cost of all the above are worthwhile. Now examine the other side of the issue—it is frequently referred to as ‘The Revolving Door Syndrome,’ whereby companies spend a fortune hiring, training, and letting go due to all-around inadequacies and the need to rehire. None of this improves the bottom line. Accordingly, it is wise to consider the tips for working with new sales development representatives for an engaged staff, improved revenue, and business growth.
Related: Is Your Business Strategy Holding You Back? Time for a Rethink