For sales development teams, the activity of coaching is vital because it ensures continuous improvement of sales development representatives (SDRs). However, most organizations are not implementing true sales manager to SDR coaching sessions.
So why is there a lack of coaching in the sales development space? First, most sales managers don’t quite understand what constitutes coaching. Second, many sales managers believe that the training the SDR received in their onboarding during the first few months of their employment was sufficient training. It is often assumed that the SDRs will just figure it out as they go.
“Implementing FrontSpin across our sales development business, featuring over 150 SDRs and close to 20 SDR managers, has created a significant impact on the effectiveness of our real-time call coaching. The platform incorporates the most well-designed, seamless whisper and call monitoring functionality we’ve experienced in any power dialer. As a result, we’ve seen our prospect conversion rates rise by nearly 14% since we fully installed the platform in early 2020.”
Kristen Wisdorf, Head of Client Services and Delivery, memoryBlue
When using the FrontSpin whisper functionality, sales managers only need an internet connection to monitor and coach their SDRs. No additional plug-in is needed. By using whisper functionality, SDR coaching sessions are proven to be more powerful and yield better results.
Coaching can improve SDR performance if it is executed on a consistent basis. By consistently coaching, managers can be aware of the SDR activities and identify problem areas that the manager can help coach. The manager can then offer specific suggestions in order to help the SDRs in the areas they are struggling in. Using the FrontSpin whisper functionality, the managers can listen to live calls and coach the SDRs in real-time without the prospect hearing.
Consistent coaching, partnered with the right tools, will ensure your SDRs are converting more prospects in 2021.
Have you ever written a prospecting email that you thought was fire, only to have it generate nothing but the sound of a single, solitary cricket?
Have you been told that you have to hyper-personalize your cold emails down to your prospect’s sock size just to be deemed worthy of gracing their inbox so you’re painstakingly combing through Twitter trying to figure out if they like ankle socks or not? There’s a middle ground and it comes with understanding how to write a cold email that is personalized to your persona, not an individual’s sock preferences. Elyse Savaki takes us through writing great cold emails in this episode of Prospecting Boot Camp.
2020 has been a year like no other and it is probably safe to say that almost every business across the globe is looking for some ways to cut costs. Now is the time for companies to take a look at their expenses and see where they can save.
A lot of the time, this means tech stacks need to be reduced. The thought of reducing your tech stack can be stressful. What tools should you keep and what should you cut?
Let’s take a look at five ways businesses can reduce their stack while still keeping their favorite tools.
Pinpoint needs versus wants
Pinpointing needs vs. wants can also help you determine how important the bigger tools that you are paying a lot for really are. You may be paying for a larger solution with extra add-ons you may not even be using.
By pinpointing needs vs. wants, you’ll find ways to remove potentially frivilous tools or replace high-priced solutions with lower-priced tools.
Decrease the number of seats you are paying for
When you pay for software, you typically pay per seat. Make a list of the users you are paying for and reach out to see if they are actually using the software you are paying for.
If the employees aren’t using the software, cut your number of seats.
You can also ask your sales rep at the software you are using if they are willing to give you a deal on the number of seats you currently have. There may be some Covid offers that you can benefit from.
Streamline Your Tools
With so many different tools that offer very similar functions, it’s not unusual to find a company that uses multiple tools when they really only need one.
We recently reduced one of our clients, memoryBlue, tech stack from four vendors down to two. With using FrontSpin as their sales engagement tool and power dialer, no additional software was needed.
Confirm You are Automating Everything
While saving money is important, so is saving time. Are the tools you are paying for helping you automate everything they can? With FrontSpin, SDRs, BDRs, and AEs are able to automate their calls, emails, and social touches with cadence playbooks. Along with being a power dialer, the sales automation process is streamlined.
Outsource
When you outsource your SDR team, you significantly reduce in-house hiring and training costs. The hiring process is simplified and you are able to keep new employee costs down. Every time you hire a new SDR, you are spending between $6,000-$10,000 a month for payroll, infrastructure, and benefits. When you outsource, you can reduce that down to $2,490 a year.
When CloudTask first started working FrontSpin, they had 40 reps using five different systems. They have since grown to over 85 reps all using FrontSpin. This means as an outsourcer, they can control training, the tech stack, reporting, and onboarding. They only have one database environment to manage, no longer have a need for additional phone hardware, and also decreased operational vendor costs.
We all know all the actions you go through when deciding to add a new tool to your tech stack. You do your research, read the reviews, and try it out with a free trial or demo.
Tech makes our life easier. It is designed to make to relieve some of the stress of our day-to-day tasks but if you are paying too much, it won’t relieve much stress. If you are feeling overwhelmed, follow the five steps we outlined above to see where you can reduce costs and still streamline your daily tasks.
