I hate the New England Patriots. I hate all Boston teams, especially the Patriots (and the Red Sox).
But you cannot argue with their success, having just won the Super Bowl for the sixth time in nine appearances over the past 18 years. All this with the same coach and same quarterback.
I recently heard a podcast where one of their former players was asked to what he attributes this level of success. His answer was fundamentals.
He said that the coach, Bill Belichick constantly stresses fundamentals, and that suits the team well as the season wears on and moves into the more stressful playoffs. You wouldn’t think that in this day and age the answer would be fundamentals, but it struck a chord with me.
The best performing SDRs I have managed and worked with were not the ones with the slickest pitch or the best tricks. They were those who, at the core, were consistent with the fundamentals of the job.
- Knowing their “numbers” – how many dials are needed to get the number of connects needed, to get the number of conversations needed, to get the number of scheduled meetings needed, every day. And then executing based on that number.
- Working in a focused manner – calling for a block of time, then emailing for a block of time, then back to calling, etc.
- Making sure they are on the phone during the best times to reach prospects – first thing in the morning, before lunch, after lunch, and at the end of the day.
- Keeping their emails short and to the point
- Getting all the information needed when scheduling a new Intro Call
- Following up appropriately to ensure prospects will attend the scheduled meeting
Do these things, and you should be successful as an SDR.
Scoop on Sales 