Discover effective time management techniques tailored for SDRs in the fast-paced world of technology sales.
Being an SDR is a draining job, and once you're fully ramped you'll notice that this isn't any ordinary 9-5 gig. Unlike other gigs where once you finish a project or job, you can just clock out. There is ALWAYS going to be more you can do at the end of the day, so knowing what to prioritize & when to clock out is just as important to your success.
Setting Priorities and Goals
Setting priorities and goals is crucial for SDRs to effectively manage time in the fast-paced world of tech sales. Identifying the most important tasks and setting clear goals is a great way to stay focused and make the most of your time. Have a clear understanding of the companies sales objectives so that you can prioritize prospects based on their potential.
Example:
Company A is hyper focused on new meetings right now. The product hasn't found a perfect product-market fit yet, so the goal of the company is to get as many potential customers into initial meetings as possible. In this case, your focus as an SDR should be on meetings & high volume output since spending 10X the time to convert a single prospect is not aligned with the companies overarching goals.
Breaking down larger goals into smaller, manageable tasks can help SDRs stay organized and motivated. Booking 8 meetings is a goal, but should not be a "task" on your to-do list since it is out of your control. Instead break this goal down into smaller tasks that ARE within your control.
Example of Daily / Weekly to do list:
- Boost new accounts sequenced / week from 5 to 8 (minimum)
- Complete every call task on time, don't let tasks go overdue this week
- 300 cold calls (minimum)
- Follow-up with every single one of my previously engaged leads
Useful vs not so Useful Tech Tools
In the world of tech sales, there is an abundance of tools and software available to assist SDRs in their day-to-day activities. However, not all tools are equally useful or necessary. It's important for SDRs to identify the tech tools that truly add value to their work and streamline their processes.
One way to determine the usefulness of a tech tool is to assess its impact on productivity. Does it save time or automate repetitive tasks? Does it provide valuable insights or improve communication? SDRs should consider these factors when evaluating the usefulness of a tool, otherwise they could become more of a time suck, than a time savings.
Balancing Outreach and Follow-up
Finding the right balance between outreach and follow-up is crucial for SDRs to effectively manage their time and make the most of every interaction. Outreach involves reaching out to new prospects, while follow-up involves nurturing existing leads and maintaining relationships.
To strike a balance, SDRs should prioritize their outreach efforts based on the potential of each prospect. High-potential leads should receive more focus and attention, while low-potential leads can be managed with less effort. This ensures that SDRs are investing their time and resources where they are most likely to yield results. The best way to do this is to have separate sequences for new leads & engaged/hot leads.
Self-Care and Personal Development
While managing time and achieving sales targets is important, SDRs should also prioritize self-care and personal development. The high-pressure nature of technology sales can be demanding and you could find yourself working 12-15 hours per day. This is especially true once you start seeing success, as the feeling of booking meetings becomes pretty addictive.
Self-care can involve different activities such as exercise, meditation, or pursuing hobbies. Identify what helps you relax, recharge, and take your mind off work for a little bit. By incorporating self-care activities into their routine, you'll can reduce stress, increase focus, and perform at their best.
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