In this latest article from Creator Guild member, Mike Ciulla, he takes a closer look at the role of SDRs in the revenue engine. These front-line professionals are critical to the success of any sales team, making it key to understanding the key focus areas that will help them be most effective in their role. Mike breaks down the question of "What should SDRs be focusing on to maximize their success and drive sales for the company?
Generating revenue is not their job.
An SDR’s job is to qualify inbound demand and turn it into pipeline.
That’s it. That’s the whole story …
Just kidding, but quite honestly, the story could end right there and that would be enough.
SDR’s Book Meetings
The role of an SDR is not glamorous. Quite the contrary, actually. It’s a grueling test of trust, effort, consistency, discipline, and resiliency. The one thing they absolutely need to do, with as much predictability and consistency as possible, is book meetings. This is the north star metric for measuring SDR performance.
AND, you should make it unmistakably clear to them that their job is to BOOK MEETINGS.
SDR’s do not generate revenue.
They book meetings with people who fit your target persona, are in market for a solution like yours, and work at a company that belongs to your ICP.
If they do this, following the guidance and coaching their manager provides, they will very quickly find themselves with opportunities to learn how to convert pipeline into revenue.
But make no mistake. An SDR who can’t book high quality meetings, will never get a chance to become an AE and generate revenue.
The SaaS Revenue Engine
Here’s the deal. The SaaS Revenue Engine is complicated. There are a lot of moving parts. If each player isn’t doing their job, it impacts everyone else around them. The engine will start to misfire, cough, and eventually stall out. This is why it’s so important for each functional unit to be focused on impacting their specific area of the business. For SDR’s this breaks down to booking meetings.
Let’s begin by breaking the revenue engine down to its core functions.
…There’s more! Read full Blog here 👉 SDR’s Should be Focused on Booking Meetings, NOT Generating Revenue
