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 their 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 on the next page) 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 the end of the week