Introducing our 17th episode of ON AIR: With Owen – our latest interview video series with honest conversation about scaling revenue, hosted by our Founder & CEO, Owen Richards.
Our 17th guest is Kaitlen Kelly – Senior Manager of Sales Development – EMEA at Outreach, and Co-Founder of SDRs Anonymous.
Owen and Kaitlen discuss sales development management. Including:
- What a Sales Development Manager is responsible for
- The percentage of time spent team coaching
- The traits of a good sales coach
- Whether you can be a good SDR Manager without having been an SDR within the organisation before (or at all!)
- Advice for SDRs who want to become an SDR Manager and whether it’s right for everybody
- The biggest impact that Kaitlen has had as an SDR Manager
- How much time and effort should be spent on each channel
- The importance of using data to discover where your SDRs’ strengths are
- Whether SDRs should self-generate data more than being given data to target
- Whether it’s better to:
- Have quality or quantity focused SDRs
- Have a people and culture focused or process focused SDR Manager
- Give up LinkedIn, phone or email (if Kaitlen had to choose one)
- Have company or individual set targets
- How much time should be spent on SDR development and the type of training Kaitlen finds works best
- Kaitlen’s favourite sales tool outside of Outreach
- What a good onboarding process looks like
- Encouraging your SDRs to fail quick to learn faster
- How an SDR Manager can use systems and processes to ensure SDRs are shaping their day correctly
- Common challenges for SDRs that Kaitlen sees within SDR Anonymous
