The start of the conversation is not when someone answers the phone; it starts with the development of the script. Set the stage early in an SDR’s development that their script / messaging is a map of a conversation.
Keep In Mind:
It’s important to think of your script as the map
As a coach, you are the GPS
Use FrontSpin Whisper & Monitor function: whisper coaching is a vital tool in their development/ability to live coach.
SDR coaching isn’t accounting – any manager can run through KPIs (dials, conversations, etc.)
Good coaching is about breaking it down with the SDR – spending time reviewing game film and doing in-the-moment coaching.
Coaching isn’t telling – good coaching isn’t about telling the SDR verbatim what to do or say, it’s about finding development opportunities and highlighting those for the SDR and then helping them close that gap.
Ellie Miller shares what she believes makes a good SDR coach. SDRs transform from good, to great to elite when they have a coach and a coaching system to take them over the edge. Good SDR coaching is consistent, proactive, and enjoyable.
It’s not enough to hire good people or teach them product knowledge. SDRs transform from good, to great to elite when they have a coach and a coaching system to take them over the edge. Good SDR coaching is consistent, proactive, and enjoyable. In this episode in Prospecting Boot Camp, Ellie Miller, Delivery Manager at memoryBlue, breaks down how she coaches her SDRS.
