Jason Richman says, “As a sales manager, a huge part of my job is coaching new sales development representatives — salespseople who act as dedicated prospectors for deal-closing reps.

Coaching SDRs is a two-part task. On one hand, I need to show them how to overachieve in their current roles and be rockstars for their sales reps. On the other, most SDRs don’t want to be SDRs forever, so it’s also my job to set them up for success if they get promoted into a sales representative position.

I espouse a mix of coaching, shadowing, and practical exercises to train new hires. The five activities below are some of the tactics I used to coach new SDRs.

1) Peer Competitions

An SDR’s primary goal is to book meetings with qualified prospects for their sales reps. On my team, whenever an SDR books a meeting, they send out an email to the entire team that includes basic information about the prospect and an explanation of why the prospect would be a good fit for a given product“.

5 Proven Tactics to Coach New Sales Development Representatives

HubSpot

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