I have seen sales organisations respond to weak SDR performance by immediately looking at the top of the funnel.
More leads.
More data.
More sequences.
More activity.
But sometimes the problem is much closer to the customer conversation.
SDRs may be making enough calls.
They may be sending enough emails.
They may even be generating enough opportunities.
But if the conversations are weak, the activity will not translate into quality pipeline.
Typical symptoms are easy to recognise:
- Too much talking.
- Too little discovery.
- Questions that stay at surface level.
- Weak qualification.
- Pitching too early.
- Difficulty handling objections.
- Little coaching after the call.
This is where SDR Coaching and BDR Coaching can make a practical difference.
Instead of simply telling a salesperson to “ask better questions”, coaching should work with the actual conversation.
What did you ask?
What did the prospect actually tell you?
What did you miss?
What could you have explored further?
That turns sales training into practical development.
Because activity creates opportunities.
Better conversations create better opportunities.
If your SDR or BDR team is generating activity but conversion is not where it should be, I would look at the conversations before simply adding more leads.
What are you seeing in your sales development teams?
If SDR or BDR performance is a current challenge, let’s talk about what is happening inside the conversations.
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