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This week, I had the pleasure of having Chris Ritson on the podcast.
In today's newsletter, I'll share insights from our conversation about building a high-performing team, some of which I've already begun implementing post-recording.
Due to time constraints, we plan to record more episodes to delve deeper into three main topics: Hiring, Onboarding, and Enablement.
For those interested in more detailed content, a more extensive version of this newsletter is available in both audio and video formats on Spotify, YouTube, and Apple Podcasts.
How to Build a High-Performing SDR Team
One of the most intriguing points from the interview was the emphasis on hiring.
Starting the conversation on hiring is crucial, as the performance of your team hinges on selecting the right individuals.
The foundation of a high-performing SDR team is effective hiring.
Here are my favorite quotes about hiring:
Mark Roberge, former CRO at Hubspot, said:
World Class sales hiring is the biggest driver of sales success. If you could be world class at one discipline, it should be hiring.
John McMahon, former CRO at BMC, stated:
If you hire C-players and do everything else perfectly, you’ll lose. If you hire A players and do everything else average, you’ll win.
Chris shared comprehensive insights into his hiring process, emphasizing the creation of a team culture and playbook.
He advocates for a collaborative approach where the team collectively defines the behaviors essential for their success, both in and out of the workplace.
Chris utilizes a framework focusing on each individual’s:
Long-term goals: Whether they aspire to become a VP of sales, a CEO, or start their own company.
Daily commitment: Assessing if they are taking the necessary steps today to achieve their long-term goals.
Passion for learning and continuous improvement.
This approach helps understand what motivates each team member, enhancing their performance in their role.
It’s crucial to recognize that not everyone is motivated by money alone.
I’ve already taken extensive notes and started implementing these strategies with my team, making it a timely approach for the start of Q2.
I hope you find the episode as enlightening as I did. Stay tuned for part 2 in April.
A longer format of this newsletter is also available in audio and video on
Spotify
YouTube
Apple podcasts
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Check my podcast, where I interview top-performing SDRs and share prospecting tips that work best today, you can watch the episodes on YouTube, and Spotify.