What are some of the fundamentals of building a strong sales development culture for your team?

Be transparent and share the “why”: Each SDR should be able to articulate the purpose of their role, the rationale behind their goals, and the methodology used to calculate key performance indicators (KPIs). While many teams have robust processes to determine these factors, they often fail to provide transparency to their teams. When metrics are perceived as being dictated without explanation or “handed down”, they become less motivating.

Encourage individuality- Find areas where SDRs can flex their creativity, contribute to experiments, and express their opinions. When you go overboard with processes on an SDR team, it takes away the joy from the work and lowers the possibility of discovering impactful ideas.

Create a team that defaults to collaboration and praises readily- While a slack channel, shout-out specific application, or kudos google form can be well intentioned, they often go underutilized. We know that if our team has downtime, they are probably using it to update Salesforce. Make giving praise part of an essential process that is already done!