Expect them to fail, and I expect them to embrace it. Failure is a necessary part of growth. I let all my new reps know that just like them, I will also fail. But I will grow and learn from my mistakes," Cardenas adds. "I also expect them to not internalize their failures. One failure doesn't define you. It's what you do with what you learn from it that will determine the outcome." 7. Practice with mock calls. A mock call is a training tool used to teach sales reps how to handle various situations. Usually, there is an example scenario where the rep will try to solve for the customer in the conversation.
After a mock sales call, it's important to provide your SDR with actionable feedback on where they excelled and how they could improve. For a mock sales call to be successful, it's important to provide different scenarios that a sales rep might fax number list find themselves in. Some mock call scenarios to go over with your SDRs include: Cold call An angry or impatient prospect A high-level executive Prospects who aren't a good fit The inquisitive prospect All of these scenarios will help new SDRs practice objection handling and problem solving in real-time. Record these calls so they can be reviewed and referenced. Look at what went well on the call and areas for improvement.
Note that it is important to make these calls as authentic as possible so they mirror experiences SDRs will have on the job. 8. Set expectations and give clear feedback. As a sales manager, it's important to set expectations for your team. This means letting team members know how often and how you will communicate with them. Some of this will be broken down in your training program materials with long-term and short-term goals. Cardenas says, "Make sure your team knows you're checking in, not checking up.