A booked meeting creates an opportunity. But important details can get lost when an SDR hands an opportunity to an account executive. What the next person understands can determine what happens next.
SDRs often research companies before reaching out. The challenge is not finding information, but recognising buying signals, business triggers, and opportunities worth exploring during the conversation.
Product training completed. CRM training completed. But what evidence do you have that an SDR is ready for real customer conversations? Readiness becomes visible through application, observation and coaching.
More calls, more emails and more activity do not automatically lead to more qualified opportunities. Before increasing activity targets, it may be worth understanding what is happening inside the conversations your SDRs are already having.
New SDRs need product and company knowledge. But weeks of learning do not automatically prepare someone for a real sales conversation. Effective onboarding connects knowledge with application much earlier.
Qualification checklists can improve consistency. But when completing the checklist becomes more important than listening, the quality of the sales conversation can suffer.
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.…
International Coaching helps sales teams improve performance by measuring behavioural change, increasing conversion rates, and creating measurable commercial impact. Our coaching approach connects better sales conversations to stronger pipelines and better business results.
