244 (Lead) Fixing Underperforming SDR Teams & Reps (Ken Amar, Agoge Prospecting School)
Update: 2024-08-29
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
- Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding
- Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission.
- When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team.
- Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings.
PATH TO PRESIDENT’S CLUB
- Consultant @ Agoge Prospecting School
- Director of Sales Development @ Vercel
- Senior Manager of Sales Development @ Outreach
- SDR Team Lead @ Outreach
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