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How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)

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Sales Hacker
Sales Hacker

What You'll Learn: - How to build structures to move ambitious team members from SDR to AE and beyond - How to help salespeople pivot into other roles in the org (Sales to Ops, Enablement, Leadership, or even Marketing!) - How to inspire and retain talent that will carry your company forward (down market, or not)

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How to Inspire, Grow, and Enable Your Teams in a Down Market SEPTEMBER 22, 2020
Director of Enablement, Chorus Director of SDR & SMB, Carta Today’s Speakers KAYDE GIVENS ARMAND FARROKH
How to Build Career Paths Why Clear Career Paths Matter Ensuring SDRs Develop on Their Path Agenda of the Webinar
Why Clear Career Paths Matter
In 2019, hiring mentions remained high in Q2 but dropped in Q3. This year, we see the opposite. Hiring mentions dropped 8% from January to May during the peak shutdown months. And now we’re up 13% since January. Hiring Trends in 2020 Hiring Mentions in 2020 +13% Since JanuaryPeak Shutdown
ROI of Ramp Decreasing the amount of time your rep is in a Cash Trough means hitting the Payback Period faster. Source: InsightSquared
Cost of Internal vs External Hire Promoting Internally vs Hiring Externally The average cost to hire is between $4,000 – $15,000 per job candidate Fit Small Business The failure rate for Promoted SDRs with 16+ months experience was just 6% The Bridge Group The average ramp time for an AE is 4.5 months. Crunchbase Successful AE from Internal Promotion Quota Retirement and ROI of Ramp
Source: The Bridge Group The average turnover rate of an SDR is 34%. And nearly two-thirds of that number was voluntary.
Only 26% of SDR’s fail when promoted to AE internally where as the failure rate for external hires is 41%. SDR tenure impacts success as an AE Your SDR’s Are Crucial to Success AE Failure Rate by # of Months Tenure as an SDR 1-10 months 11-15 months 36+ months 55% 31% 6% Source: Bridge Group
Design career paths that let your teams pivot
1.5 Years is the Average SDR Tenure 3 Ways to Design Your SDR Career Paths Traditional Leadership Other GTM Role Source: Bridge Group SDR Career Paths
Three Characteristics an SDR Needs to be Promoted to AE Succeeding in the Role Today Ability to Hold a Conversation in a Mock Disco Ability to Lead, Inspire, and Elevate the Team
Hiring and Promoting in 2020
Is the Role Available? Another Consideration Two Options: 1. Find something for them 2. Create programs to keep them engaged so they’re able to grow and will be ready when a role opens up
Build a Structure for Growth
Weekly 1. Mock disco calls with your AEs 2. Tape teardowns 3. Cold call + email reviews Cadence for Professional Development Monthly 3 Months Out From Promotion 1. Mock disco calls with sales leadership 2. Follow a sales cycle from cold call to close 3. Broad team trainings 1. Live, supervised, self-sourced customer calls 2. Pick up mock cadence from 1x per week to 2x per week
Why Do SDRs Leave? +26% Since End of Q1 Burnout Mentions on Sales Calls % of Meetings After 4pm 137%
If the Role is Not Available, Develop Programs for Growth Running Team Trainings Tackling a New Product or Industry Vertical Enablement Programs to Support Growth
Project Growth 1. Take emerging leaders and put them in groups with cross functional teams 2. Give them one of your business problems 3. Have them work on solutions and present to the exec team Enablement Programs for Growth Leadership Interaction Facilitation Program 1. Dinner with the board 2. Facilitate team meetings and forecast reviews 3. Mentorship programs for emerging leaders 4. Invite team members to leadership QBR’s 1. Create teaching opportunities for emerging leaders or strong performers 2. Onboarding facilitator, training facilitator, rep advisory board Goal | Give visibility into how a business is ran and prepare them early on for their next career move.
Three Takeaways Takeaway 1 Focus on retaining your people before you go outside Check in on those 3 characteristics for SDR promotion If you’re not promoting in 2020, develop programs to enhance engagement Takeaway 2 Takeaway 3
Subscribe to The Weekly Briefing at Chorus.ai/the-weekly-briefing for the latest data that will inform your H2 sales strategy Check out Armand’s Podcast - 30 Minutes to President’s Club on Apple Podcasts or Spotify Follow Kayde at linkedin.com/in/kaydegivens and Armand at linkedin.com/in/armand-farrokh
Thank You

More Related Content

How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)

  • 1. How to Inspire, Grow, and Enable Your Teams in a Down Market SEPTEMBER 22, 2020
  • 2. Director of Enablement, Chorus Director of SDR & SMB, Carta Today’s Speakers KAYDE GIVENS ARMAND FARROKH
  • 3. How to Build Career Paths Why Clear Career Paths Matter Ensuring SDRs Develop on Their Path Agenda of the Webinar
  • 5. In 2019, hiring mentions remained high in Q2 but dropped in Q3. This year, we see the opposite. Hiring mentions dropped 8% from January to May during the peak shutdown months. And now we’re up 13% since January. Hiring Trends in 2020 Hiring Mentions in 2020 +13% Since JanuaryPeak Shutdown
  • 6. ROI of Ramp Decreasing the amount of time your rep is in a Cash Trough means hitting the Payback Period faster. Source: InsightSquared
  • 7. Cost of Internal vs External Hire Promoting Internally vs Hiring Externally The average cost to hire is between $4,000 – $15,000 per job candidate Fit Small Business The failure rate for Promoted SDRs with 16+ months experience was just 6% The Bridge Group The average ramp time for an AE is 4.5 months. Crunchbase Successful AE from Internal Promotion Quota Retirement and ROI of Ramp
  • 8. Source: The Bridge Group The average turnover rate of an SDR is 34%. And nearly two-thirds of that number was voluntary.
  • 9. Only 26% of SDR’s fail when promoted to AE internally where as the failure rate for external hires is 41%. SDR tenure impacts success as an AE Your SDR’s Are Crucial to Success AE Failure Rate by # of Months Tenure as an SDR 1-10 months 11-15 months 36+ months 55% 31% 6% Source: Bridge Group
  • 10. Design career paths that let your teams pivot
  • 11. 1.5 Years is the Average SDR Tenure 3 Ways to Design Your SDR Career Paths Traditional Leadership Other GTM Role Source: Bridge Group SDR Career Paths
  • 12. Three Characteristics an SDR Needs to be Promoted to AE Succeeding in the Role Today Ability to Hold a Conversation in a Mock Disco Ability to Lead, Inspire, and Elevate the Team
  • 14. Is the Role Available? Another Consideration Two Options: 1. Find something for them 2. Create programs to keep them engaged so they’re able to grow and will be ready when a role opens up
  • 16. Weekly 1. Mock disco calls with your AEs 2. Tape teardowns 3. Cold call + email reviews Cadence for Professional Development Monthly 3 Months Out From Promotion 1. Mock disco calls with sales leadership 2. Follow a sales cycle from cold call to close 3. Broad team trainings 1. Live, supervised, self-sourced customer calls 2. Pick up mock cadence from 1x per week to 2x per week
  • 17. Why Do SDRs Leave? +26% Since End of Q1 Burnout Mentions on Sales Calls % of Meetings After 4pm 137%
  • 18. If the Role is Not Available, Develop Programs for Growth Running Team Trainings Tackling a New Product or Industry Vertical Enablement Programs to Support Growth
  • 19. Project Growth 1. Take emerging leaders and put them in groups with cross functional teams 2. Give them one of your business problems 3. Have them work on solutions and present to the exec team Enablement Programs for Growth Leadership Interaction Facilitation Program 1. Dinner with the board 2. Facilitate team meetings and forecast reviews 3. Mentorship programs for emerging leaders 4. Invite team members to leadership QBR’s 1. Create teaching opportunities for emerging leaders or strong performers 2. Onboarding facilitator, training facilitator, rep advisory board Goal | Give visibility into how a business is ran and prepare them early on for their next career move.
  • 20. Three Takeaways Takeaway 1 Focus on retaining your people before you go outside Check in on those 3 characteristics for SDR promotion If you’re not promoting in 2020, develop programs to enhance engagement Takeaway 2 Takeaway 3
  • 21. Subscribe to The Weekly Briefing at Chorus.ai/the-weekly-briefing for the latest data that will inform your H2 sales strategy Check out Armand’s Podcast - 30 Minutes to President’s Club on Apple Podcasts or Spotify Follow Kayde at linkedin.com/in/kaydegivens and Armand at linkedin.com/in/armand-farrokh