Recently, while coaching an SDR team, I noticed something that I found particularly interesting.
The SDRs were doing what they were expected to do:
booking meetings.
But during the coaching conversations, the discussion moved beyond meeting numbers.
SDRs started asking the AEs:
“What happened with the opportunity?”
That question may sound simple.
But commercially, it can be a significant shift.
The SDR is no longer only focused on getting the meeting booked.
They become interested in what happened afterwards:
Was there a real opportunity?
Did the prospect have a business need?
Did the opportunity progress?
What could we have done differently in the first conversation?
For me, this was an important coaching signal.
It creates an opportunity to move the conversation from:
activity → conversation quality → pipeline impact.
And that is where coaching can help.
Not by simply telling SDRs to “think more about revenue”.
But by using real calls and real opportunities to understand which behaviours create better outcomes.
My question:
When did you first notice your SDRs starting to think beyond the meeting they had just booked?
Was it through coaching, management, KPIs — or something else
#SalesCoaching #SDR #SalesPerformance #SalesEnablement