30 Minutes to President's Club | No-Nonsense Sales #308 - Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage)
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Jun 6, 2024 
Melissa Lui, Co-founder and CEO of AirGarage, shares insights on coaching SDR teams. Topics include structuring one-on-ones, SDR forecasts, and training on probing GAP questions. Learn about optimizing sales productivity, coaching frameworks, and categorizing accounts into cold, warm, and hot. Discover strategies for coaching SDR teams and leaders, emphasizing personalized cold emails and sales acceleration tools.
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SDR One-on-One Structure
- Structure SDR one-on-ones starting with the rep's agenda, followed by pipeline review and call reviews.
- Discuss career goals to keep reps motivated and aligned with long-term aspirations.
SDR Pipeline Review
- Implement an SDR pipeline review with stages like cold (not contacted), warm (contacted/qualified), and hot (interested).
- This helps reps track progress and prioritize efforts effectively.
Account Categorization
- Categorize SDR accounts into cold, warm, and hot to track engagement and identify potential opportunities.
- Cold accounts are new, warm accounts have been contacted, and hot accounts show interest.