Insights for the data driven leader.

What to Teach an SDR Who's New to Salesforce

Salesforce helps you understand the needs and wants of your customers in a way that lets you build a relationship. Salesforce allows you to develop customized business efforts that you can customize to fit your needs. This allows for Salesforce to be an important tool in account-based sales development.

How to train a new sales development rep can be one of the hardest challenges when it comes to expanding your sales team. Having Salesforce is a powerful tool but your team needs to be able to use it in a way that increases efficiency.

How are you helping your SDRs who are new to Salesforce? 

Ask yourself these questions to see if you’re leading them in the right direction.

Does your SDR have the right target?

SDRs are important members of your sales team and you want to make sure you aren’t wasting their time or efforts. If your SDR isn’t calling the right type of leads then you won’t be able to attract the type of customers that are best for your company. Once you have the right target customer defined, you can start training your SDRs on how to develop them into leads.

Does your SDR have the right tools?

If you want your SDRs to succeed you need to set them up with the right tools. Part of those tools include platforms, like Salesforce. It’s important for you to familiarize your SDRs with the different dashboards that Salesforce offers. Some of these dashboards can show them leads created by month, lost deals by reason and more. DataVibe is also and excellent tool for your reps (even if we are a little bias). You can check out more about the product here.

Does your SDR know how to close a deal?

Tactics change when it comes time to convert a lead into a customer. Salesforce can help SDRs guide their leads through different opportunity stages in a pipeline. Salesforce become helpful here because the program has defaults that can be customized in a way that makes a pipeline journey unique to your company.

What helps you get your SDRs started in Salesforce?

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December 2, 2016
Caitlin Glasscock

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