Managed service providers (MSPs) are always searching for ways to grow the success of their business development representatives (BDRs) and to empower them.
The goal is to equip them with knowledge and hands-on opportunities to hone in on their outbound calling skills to set appointment with qualified prospects. However, creating a training program can be a challenge. The president of Simple Selling, Derek Marin, shared the following insights on how to set BDRs up for success in a recent webinar.
Q: What are some tips on getting more “leads” for my BDRs to contact?
A: There are three simple steps you can start implementing now to increase the number of leads coming in:
- Create a unique content offer: The content should be something your prospects would find valuable. Some examples of this are eBooks or reports.
- Sending the content to the right prospects: Be intentional. If the prospect is in a finance role, your content should include more numbers and statistics. If the prospect is in an administrative or operational role, the content should be productivity-focused.
- Track and report: Create email performance reports to track engagement and adjust your offering to increase traction.
Q: Which outbound calling metrics should I focus on?
A: There are many metrics to consider, but some are more valuable than others, such as:
- The average dials per day
- The connect rate percentage (how many they reach)
- Number of meaningful conversations had
These metrics should be tracked regularly. A good practice is to set goals at the beginning of each month with your BDRs. Agree to the activity level you are looking for and set proper expectations.
Q: What are the best ways to teach my newer BDRs?
A: Some key best practices that we have seen success in are:
- Provide a solid cold-call script with the following:
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- An introduction
- Common service questions and answers
- Common contract questions and answers
- A list of objections and rebuttals
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- Weekly training
- Call reviews
- 1 on 1 coaching
Learning by doing is one of the best approaches you can take to help your BDRs succeed. This means having your BDRs engaged doing hands-on, task-oriented training. It’s equally important to celebrate those wins as they improve over time, not just when their meetings are scheduled, but when they make small improvements as well.
Are you ready to improve your BDRs’ success?
With the right training and metrics in place, and an up-to-date activity-level agreement, MSPs can motivate their BDRs to create positive outcomes. Watch the replay of Derek’s webinar, “Coaching BDRs: How to Uplift your Outbound Callers”, to learn more.
Photo: Gajus / Shutterstock
