Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

by Aaron Ross

Example Simplified Training Plan for a New SDR Assumption: The first 2-4 weeks of the new SDR’s job are focused on general company training, product training, services, etc., before they focus on SDR training. Week 3 Every day: 3 Goals (see examples below) Daily training Configure Salesforce.com, explore Salesforce.com Sit with an SDR and salesperson every day Add an account and contacts from your source of data Learn how to de-duplicate accounts (how to thoroughly check new leads to ensure they are not already in the system) Send a mass outbound email to 20-50 contacts Transition the prior SDR’s territory Weeks 4 and 5 Every day: 3 Goals (see examples on the next page) Send 100 outbound emails before Friday Practice logging and responding to emails correctly Work up to five “call conversations” per day by Friday Have a veteran SDR sit with you every day Draft a personal dashboard Discuss a new section of the training materials with the team Sample Daily Goals – Beginner Pick a new online Salesforce.com training module to study Call five old (not cold) leads in the system, to practice discussing their needs in a business conversation “Ideal Customer Profile” discussion with teammate Learn about the “Account Status” stages Add five new accounts and their contacts into Salesforce.com Send a mass email Meet with a mentor Meet someone from another team Listen to a sales call Listen to a prospecting call Draft your “Day in the Life” Sample Daily Goals – Intermediate Configure S...