The Selling Well Quickly Scaling A BDR Team With Camilo Silva
9 snips
Dec 31, 2024 
Camilo Silva, VP of Sales & Business Development at Info-Tech Research Group, who rebuilt a BDR org from zero to 55 in 15 months. He discusses hiring for curiosity, coachability, and competitiveness. He outlines condensed onboarding, role plays and mindset prep, and why in-office early hires matter. He also explains taking a six-month sabbatical to recharge and return with renewed purpose.
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Sabbatical Fueled Rapid BDR Build Out
- Camilo took a six-month sabbatical in late 2022, returned energized, and within 15 months built a BDR team from zero to 55 people.
- He credited the break with clarity on purpose and renewed enthusiasm for scaling the function.
Hire Traits Not Resumes
- Camilo hires for traits over experience using three core Cs: curiosity, coachability, and competitiveness.
- He argues these traits better predict BDR success for entry-level hires than prior sales experience.
Use A Scorecard And Align TA Early
- Align recruiting stakeholders early and use a scorecard to decide who makes the final hiring call.
- Collaborate with talent acquisition and agree on measurable design principles to avoid delays and bias.
