SDR Manager

SDR Managers play a key role in a sales team and are responsible for managing SDRs, pipeline generation and improving the process and efficiency for SDRs.

SDR Managers play a key role in hiring, territory management, allocating quotas for SDRs, they help define and improve lead to cash funnel process, work closely with marketing for lead generation and qualification process and use analytics and system to improve the process and efficiency of pipeline generation. They also play a key role in the development of SDRs and Sales Enablement.

SDR managers need to clearly define goals for their team that are well aligned with the company goals and should track these goals continuously to ensure streamlined execution of his team.

SDR managers are responsible for quotas of their team but also need to be focussed in development of the SDRs in their team, continuously improve the pipeline generation process and work collaboratively with other teams to get the best from his team.

The OKR framework can help SDR managers efficiently define goals that both align to the team’s goals and also provides the flexibility to define goals to improve process and development of the team.

OKR will be the ideal management tool for SDR Manager as it is an agile, transparent and simple process that can be adopted quickly by teams such as SDRs.

OKRify, a OKR goal management tool in Salesforce can provide the best benefits out of the OKR framework as it is embedded right in the Salesforce CRM where the SDR managers and their team carry out most of their tasks.

Having OKR goals in Salesforce will help SDR managers with faster adoption among his team and more efficient use of time by his resources. Also OKRify provides the following features that can help SDR Managers effectively execute the strategies for his teams

  • Team and Individual level OKRs
  • Automatic KR progress updates with data from any Salesforce object such as Lead, Opportunity, Activities, etc
  • Milestone type Key Result to easily track projects such as process improvement or enablement trainings
  • Simple, intuitive UI to manager goals and view, track the progress
  • In-build reports and Dashboards in Salesforce platform

Here are some example OKRs for SDR Managers. These OKRs are also available in OKR software, OKRify and can be easily copied with a single click

Improve the performance of SDRs
Key results
1
Conduct weekly 1:1 meeting with 100% SDRs to review lost qualified leads
2
Organise 2 training session per month
3
Identify underperforming SDRs and organize additional training to improve performance
Built a Top Notch SDRs team
Key results
1
Hire 5 new SDRs with at least 5 years experience
2
Train 100% of our SDRs on new lead qualification process and requirements
3
Track SDR performance with new analytics tool and publish results to management
Increase the number of qualified leads generated by the SDR team by 30% by the end of Q3
Key results
1
Develop and implement a new lead generation strategy for the SDR team
2
Conduct regular training sessions for the SDR team on lead generation tactics and best practices
3
Monitor and track SDR performance and provide regular feedback to improve lead generation efforts
Improve the conversion rate of leads to deals by 25%
Key results
1
Develop and implement a new sales process for the SDR team
2
Conduct regular training sessions for the SDR team on sales techniques and best practices
3
Monitor and track SDR performance and provide regular feedback to improve conversion rates
Increase the productivity of the SDR team by 20%
Key results
1
Implement new tools and technologies to improve SDR efficiency
2
Optimize team's schedule and workflow to increase productivity
3
Increase coaching and mentoring opportunities for the SDR team
Increase the number of qualified sales opportunities created by the SDR team by 50% by the end of Q3
Key results
1
Develop and implement a new lead qualification process for the SDR team
2
Conduct regular training sessions for the SDR team on lead qualification and pipeline management best practices
3
Monitor and track SDR performance and provide regular feedback to improve lead qualification efforts
Improve the pipeline conversion rate of the SDR team by 30%
Key results
1
Review and optimize the existing sales process for the SDR team
2
Conduct regular training sessions for the SDR team on objection handling and closing best practices
3
Monitor and track SDR performance and provide regular feedback to improve pipeline conversion rates
Achieve 100% of the team's weekly and monthly activity quotas
Key results
1
Implement a new activity tracking tool to measure the team's weekly and monthly performance
2
Establish team-wide activity benchmarks and set weekly and monthly goals to achieve
3
Provide regular coaching and feedback on how to improve activity performance
Increase sales pipeline by 50%
Key results
1
Increase the number of qualified leads generated by SDRs by 40%
2
Improve SDR conversion rate from qualified lead to opportunity by 30%
3
Increase the average deal size of opportunities generated by SDRs by 20%
Improve SDR productivity by 30%
Key results
1
Increase the number of sales calls made by SDRs by 20%
2
Improve the response rate to sales emails by 40%
3
Increase the number of demos booked by SDRs by 50%
Improve SDR team performance and efficiency
Key results
1
Increase the number of outbound calls made by the SDR team by 15% per week
2
Raise the average call duration of SDR team by 20%
3
Increase the conversion rate of outbound calls to qualified leads by 25%
4
Improve the win rate of deals that entered the pipeline through the SDRs by 30%
Build a strong sales pipeline for the quarter
Key results
1
Set up at least 20 qualified meetings per week through outbound efforts
2
Increase the percentage of pipeline that is generated by the SDR team from 25% to 40%
3
Develop and maintain a target account list and engage with at least 10 accounts per week
4
Reduce the sales cycle for SDR-sourced deals by 15%
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