Women in Sales Blog

So You Have a New Sales Development Rep out of Training, Now Time to Prepare them to Start Prospecting

Posted by Ali Powell on Aug 27, 2015 12:50:53 PM

Lucky you. You were assigned a sales development rep to start working with you. The BDR has come out of training and now it is your job as the sales rep that they are going to be working with to wow this young, eager person... you need to teach them everything you know. But, you also need to do it in a way that makes sense to someone who has never done this job before. 

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Topics: bdr tips, sdr, SDR tips, bdr program, how to manage a bdr, how to mentor a bdr, sales rep and BDR relationship, sdr program, entry level sales

The Role of the BDR or SDR at a High Growth Company & How the Sales Rep Can Support the BDR in the First Few Months 

Posted by Ali Powell on Jul 28, 2015 10:31:38 PM

My experience with BDRs started 5 years ago. I started at HubSpot as one of two of our first BDRs of our company. We are actually both still working at HubSpot. Adrianne and I are below in that photo... Kind of cool, right? Since then HubSpot has grown and grown and grown...(and so have we). 

With that growth has come an actual process that our company has figured out for the hiring of BDRs, training our BDRs, and working with our BDRs to ready them for being a full time sales rep holding a quota.  

I was a BDR myself. For probably a little under a year. Adrianne was promoted before I was. (Fun fact)!

I worked my way up as a BDR at an early stage, high growth,  tech company. In that process I helped shape our BDR program here. 

I was our first BDR Manager at HubSpot. 

I helped to build out the BDR program here at HubSpot and in that process have learned things about how a high growth company should also build out their BDR to Sales rep program.

I have hired BDRs. I have fired BDRs. I have an understanding of what makes a great BDR and what doesn't. 

I have worked one on one with BDRs over the past 4 years or so as a sales rep. I know all of their names and I am friends with them still. I take the responsibility of training a BDR very seriously because I know what good training can do for a BDR as they work their way up a sales organization. 

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Topics: bdr tips, sdr, SDR tips, sales development rep, bdr program, how to manage a bdr, how to mentor a bdr, sales rep and BDR relationship, business development rep, sdr program

Framework for a Sales Rep Mentoring a New BDR or SDR in the First Few Weeks on the Job 

Posted by Ali Powell on Jul 28, 2015 2:23:31 PM

I have always worked with BDRs here at HubSpot. A BDR at HubSpot is the position a person would take early on in their career (for the most part) to begin a career in sales. I started at HubSpot as a BDR (one of the 1st ones, there were 2 of us actually and we are both still here!) 5 years ago as of August! Thought I would share some of my secrets to "managing" or mentoring or teaching a new BDR that has come onto your sales team. This is going to be more specific to a software sales process but I hope it helps sales reps and sales teams in other industries as well. 

1st week Mentoring and Training a new BDR or a new SDR as a sales rep 

  •  Obviously introduce yourself to them. Take the BDR for coffee or lunch to get to know them. I would suggest just starting those conversations very broadly and getting to know each other. You will want to ask about each others backgrounds, why you do what you do and what you want to do in the role. Make this conversation the foundation for the beginning of your relationship with each other. 
  • One of the first things you should do is open up a Google Doc with the BDR and the sales rep. That will help leave the lines of communication open. Ask the BDR to share questions on here from things they are learning as they get started in the new job. You as the sales rep can then comment here on the questions they have. I would share this document with the manager of the BDR as well if you are not the end manager. This will allow everyone to be on the same page for 1-1s later on as you start to have them. 
  • Set boundaries at the beginning with the BDR. Explain to the BDR how you want to work with them and what you expect of them in return. 
  • Explain how your day works so they understand what you do and how you would like to support them. 
  • Learn about how your BDR likes to learn and how fast or slow they go at learning new things. Match your speed to them. 
  • Make sure you know what their schedule is like and what the training team has them doing that week, month, etc. Make sure you as a sales rep mentoring and teaching them know what your company is teaching them. Add to the training with your own twists and tricks but make sure you let your training team do their job. 

Make sure that you think about what this person wants to learn and make sure you keep communication open as they get going on their new job. BDRs are like sponges. They typically want to learn a ton and are enthusiastic to get going. It is your job as a sales rep to teach them everything you know and help them to do their job the best way they possibly can early on.

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Topics: sales prospecting, women in sales, more women in tech, more women in sales, sales reps, bdr, bdr tips, sdr, today's great sales rep, SDR tips, how to manage a bdr, how to mentor a bdr

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