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.