With the right compensation package, a sales team is focused to hit target. So, why is it often overlooked as a key driver for behaviour and results?   There are countless articles on the importance of bringing positivity and energy to a sales role. Responsibility is placed firmly at the feet of the individual to turn up with a ‘can do’ attitude. And rightly so. A positive mindset takes you a very long way. But when a commercial team is underperforming, this focus on mind set and individual accountability, prevents us seeing and fixing the bigger issue. And more often than not the bigger picture is how the compensation package is organised.   Why is there a disconnect on what’s important?   The reason why people work in businesses are different. Of course, there are shared interests to have a pay cheque at the end of the day, but some are more about the long term, others just want to get to 5pm. Ambitious leaders focus on growth and long-term strategy. A sales rep ...

Returning to work as we know it seems unlikely. The temptation to save on expensive rent, combined with employee’s preference to forgo the commute means we are likely to see smaller office spaces, and staggered team shifts. This will affect traditional SDR teams needing to work close together in a lively space to generate morale and share best practice. Never has there been a better time to re-evaluate how your team is set up, especially if you are planning on new hires anytime soon. Your company is an individual, understand its unique position. No two businesses are the same. As tempting as it might be to make comparisons to your peers and formulate strategy, it’s not wise when it comes to your sales approach. Two companies can offer a similar solution to the same customer base and have completely different success rates.  Why? Because it’s what’s on the inside that counts. You need an SDR hiring process, management style and pitch that’s right for now, to give your company a chan...

SDR is a job title most people are familiar with, although it performs a different function within each business. Senior Management often see recruiting an SDR Team as a no-brainer. Why would you NOT want to hire enthusiastic, social media savvy reps, and task them to hunt new business? But the truth is, SDR is not a magic fix. This article explores what the remit of SDR is and will leave you with questions to consider if it is right for your company now.   What is SDR?   SDR stands for Sales Development Representative, and as a department its origins are in the US software firms of the early 2000s. It’s an entry level position and has replaced Telesales as the first (commercial) role for graduates. Whereas Telesales wasn’t always a coveted role, SDR is seen as a way of getting into some of the top companies and really making a name for yourself.   How has the role evolved?   20 years ago, there was a clear distinction between Marketing, Telesales and Field Sales. Ma...