Once your SDRs have gone through their coursework, it’s time to put that knowledge into action. This is where training exercises come in. Give your new SDRs some hands-on practice by having them do prospecting tasks or researching exercises. Another exercise could focus on product knowledge — knowing what products to suggest for prospects in different stages of scaling their business and who would best benefit from them. For example, an exercise could use sample prospects and their brand’s particular challenges. The the SDRs match them with the appropriate product suggestion. Have them practice taking calls and doing outreach. Mock calls, which we’ll dig into further later in this article are also a great tool to help SDRs learn.
The more comfortable SDRs get with these exercises, the more prepared they’ll be once the training wheels are taken off. 5. Pair newbies with experienced reps. Another great strategy that combines hands-on learning and coaching is to pair new SDRs with fax number list experienced reps. Assign them a buddy as soon as they start. This person will serve as their mentor, coach, and someone they can bounce questions off of. The new SDR can listen to their colleague’s calls, learn how to handle difficult calls, and generally get a better idea of what their day to day activities will be. This will also help familiarize them with successful sales strategies reps are already using. 6. Practice objection handling.
One of the more difficult aspects of sales is rejection. Help your new SDRs get comfortable hearing “no” by teaching objection handling. Objection handling is when a prospect expresses concern or hesitation about a product and the sales person responds in a manner that alleviates that concern and moves the deal forward. Partnering with an experienced sales rep like mentioned above, will help new SDRs get familiar with objection handling, but they may still come up short. "I try to emphasize the fact that they will fail.