A 3-Step Process to Increase BDR Results

CRM, Lead Generation Tactics

Set KPI’s

High-performing BDR Teams all have one thing in common; they have a clear, data-driven strategy of what effective KPI’s are. If the only KPI you are managing to are meetings set, you’ll never know why your top BDR’s are such big performers and where your struggling BDR’s need help.

Take The Next Step

Set data-driven KPI’s. Yes, I said data-driven. Don’t take a number out of the wind of what you “think” it should be. That’s not fair to anyone, especially your BDR Team.

If you don’t have data/KPI’s, you may need to engage an experiencing consulting firm to identify the right KPI’s for your team and create reporting/dashboards in CRM to begin tracking the data. Some examples of KPI’s are:

  • Total Outbound Calls
  • Emails/Voicemails Sent
  • LinkedIn Inmail Messages
  • SMS Messages
  • New Contacts Added

Replenish Your Database

Some of the worst habits BDR’s fall prey to is calling the same companies, the same contacts, over and over and over again. Sometimes this is the fault of the BDR for working the same data, and sometimes this is the fault of the BDR management team for not noticing a dwindling database and replenishing it with new data.

Take The Next Step

  • First, identify if the issue is how the data is being worked or if the issue truly is a lack of data. Don’t jump to the conclusion that you instantly need more data.
  • If the issue is how the data is being worked, you need to roll up your sleeves and start creating processes in CRM to allow your BDR Team to work data more efficiently.
  • If the issue is a lack of data, before you go out and gather any additional data you need to have a strategy in place for what verticals, target audience you are pursuing. Be intentional.
  • Ask your outside sales team to provide your BDR’s with target accounts they have struggled penetrating. Create a collaborative and strategic culture between your BDR’s and outside sales team.

Evaluate Your CRM

Many of the points we reviewed all point to one of the most important tools in your toolbox – your CRM. If you are trying to limp along with an outdated CRM, the functionality being discussed in this blog will not be feasible. This may be the heart of the issue for your BDR Team.

Take The Next Step

  • First, identify if your CRM is the issue or if your use of CRM the issue. Many sales teams have robust, expensive tools like Salesforce.com but there’s no knowledge on how to use it, and also a lack of desire to use it.
  • If your CRM is the issue, it may be time to engage an outside firm (cough Momentum cough). Our blog article, “Unlocking the Power of an Effective CRM” should be your next read.
  • If your use of CRM is the issue, it’s time to evaluate the culture of your sales organization. All successful BDR & Sales Teams live by the mantra, if it’s not in CRM it never happened.
  • You also may need an outside firm to help create the reporting and processes you need to provide your BDR Team with the right structure to be successful.
  • Do some research on your own prior to engaging an outside company. Research some of the most effective CRM’s in the market, narrow the list down by your budget and YouTube the ones that stand out. Many CRM packages also offer free trials as well.

We understand taking the above steps can be overwhelming and time-consuming. That’s where we come in. If you are looking for ways to shift your BDR Team into the next gear, we’re here to help. Schedule a discovery call today.