A self-taught SDR, I am a big believer that you can acquire any skill and master any job you want. With some perseverance and dedication anything is possible. After all, good SDRs aren’t born, they’re taught.
But it’s much easier when you have the right resources, tools, and personal guidance to lean on.
Over the past few years, we’ve grown our team substantially, having hired and onboarded 8 sales reps. This allowed me to develop our own SDR onboarding plan that, closely followed, gets our new hires quickly up to speed.
However, ongoing coaching and training is just as important as the initial ramp-up. And while there’s a ton of helpful resources for SDR leaders, trying to find something worthwhile for beginners or mid-level sales reps might be a real challenge.
That is why I’ve decided to compile this list of the most helpful sales coaching tools and resources that you can use. Enjoy!
Is sales training and coaching really that necessary?
With the looming recession and record-breaking layoffs across the tech industry, team productivity is no longer just something to strive for. It’s a matter of survival. And currently, the situation isn’t that rosy for many sales teams.
Here’s just a couple of jaw-dropping stats from the fifth edition of the State of Sales report by Salesforce:
🤯 Sales reps spend only 28% of their time actually selling.
🤯 Only 28% of sales teams expect to reach or exceed their quota this year.
🤯 The average sales turnover is now at 25%.
Let that sink in.
The good thing is that there are ways to fix all those problems.
For example, automation tools and AI might help you increase your team’s productivity and make sure they spend their time effectively. Adopting new prospecting tactics and optimizing your existing ones can help with quota attainment while adjusting your KPIs and compensation can be really effective when fighting sales turnover.
However, as a sales leader, you should understand that the root cause of all those problems might be somewhat deeper. Often, it’s the lack of proper management practices that can cripple even the best teams. And sales coaching is by far the most typically overlooked part of that.
Feeling skeptical? Well, RAIN Group finds that implementing a successful coaching program can lead to a 25-40% increase in sales activity, leads generated, average deal size, and close ratio.
If that isn’t enough to convince you, check out this experiment conducted by ValueSelling Associates. It proves once again that sales training can contribute significantly to any outcome, from employee satisfaction and motivation to overall company culture.
Now, that is neither a coincidence nor a mistake.
Over the past few years, I’ve learned first-hand that coaching isn’t just one of the keys to effective SDR leadership, it can also be your secret weapon for boosting team performance and morale.