Aiding junior sellers in career development and improving their sales skills.
Heather Reed is the Director of Sales Development at LogicGate. Heather stopped in to chat with The Collaborator about career development and coaching of reps who are fairly junior in their careers.
There was an amazing amount of insight. The one that stuck most with us was the development of the SDR to AE training program. This program focused on closing the skills gap that lay between the SDR and AE role, here is how she delivered it successfully.
- Partnered closely with sales leaders to understand the skills and competencies required to be an AE at the company.
- Baselined skills SDRs.
- Identified the gaps in the skill lists and collaboratively created a training program for the appropriate SDRs.
As with all successful enablement efforts, leaders and enablement teams partner on the delivery of training, coaching, and measuring results.
Not only did this kind of program prepare SDRs for the role, it also provided opportunities for career guidance for those who may not be a good fit, either based upon skill or will, for the career path.