A recent coaching assignment with an SDR team started with a familiar conclusion:
“We need more activity.”
But when I listened to the actual conversations, the issue was somewhere else.
I heard a lot of container language:
“We are the market leader.”
“We can solve this for you.”
“Our solution can help you with…”
The preparation was often limited.
The conversation was too often about what we could offer, rather than what mattered to the prospect.
That makes it difficult to understand what is really happening with the prospect — and even harder to create a relevant sales conversation.
So we didn’t start with more activity.
We started coaching the conversations.
We looked at preparation, questioning, listening, follow-up questions and the moment when the SDR moved from discovery into pitching.
The lesson was simple:
More calls don’t automatically create better conversations.
Sometimes you need to stop looking at the activity and start looking at what actually happens inside the call.
What would you look at first?
A. Activity
B. Conversation quality
C. Both — depending on the situation
#SDRCoaching #SalesCoaching #SalesPerformance #SalesEnablement
