Building and Coaching a Sales Development Team
Building and Coaching a Sales Development Team
What you’ll learn
Skills you’ll gain
So, you're embarking on the journey of building a sales development team. Whether at an established organization or an early-stage startup, sales development is the first impression your prospects will have of your company. And we all know the importance of first impressions. In this course, sales development leader Renee Dodson shares her knowledge on building and coaching a top-performing sales development team. Renee starts by helping you get clear on your "why" and your (and your organization's) vision for the team. She then outlines hiring best practices so you can ensure you have the right people, and enough of them. Finally, Renee shares tangible action items around time management, building trust and coaching essentials that you can implement today. After this course, you'll have a clear path you can follow to create a top sales development team.
Syllabus
Download syllabus-
1
Embrace the why mindset The common denominator across successful people is that they have a well-defined purpose or "why." After watching this video, you'll be able to recognize the necessity of getting clear on your "why" for leading a sales development team. 3m
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2
Define your why It can be challenging to identify your emotional purpose for going into sales leadership, but this is a key ingredient when it comes to building and coaching your team. 3m
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3
Purpose drives habits Having a strong purpose for going into leadership enables you to build the right habits and look at the bigger picture when you run into challenges. 3m
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Turn your why into action Defining your "why" is crucial to success, but a purpose must be translated into specific goals that can be measured or else it is useless. 2m
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2
Develop your goals Putting your goals on paper is a proven method that leads to a higher chance of achievement. 3m
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3
Build a support system Everyone benefits from accountability and mentorship, even managers. 3m
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Own your pipeline Even though internal recruiting will probably send you candidates, it's important to own your own pipeline. 3m
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2
Analyze your candidate pool Sales development roles often attract less tenured salespeople, so it's important to know what to look for when candidates have less experience. 4m
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Build a team schedule Balancing the demands of your team, your management, the sales org, and cross-functional partners can be tough. 3m
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2
Become a culture warrior As a leader, it is your responsibility to create opportunities for relationship-building, teaming, and collaboration. 3m
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3
Optimize your 1-on-1s You only have so much time with each team member per week. After watching this video, you will be able to optimize your 1-on-1s with your team. 3m
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4
Run productive meetings You've probably seen the parodies of sales managers running long meetings that are an incredible waste of time. 3m
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5
Become a trusted partner 1-on-1s with your team members, coaching blocks, and team events are great, but it's important to ensure that your team is holding its weight in the sales organization. 3m
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Importance of coaching It's one thing to onboard a new hire, but it's another to continuously coach them to be successful. 2m
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Know your team Sales managers are notorious for coaching only to a metric, and not to the person. 3m
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3
Focus your coaching There's so much to know as a salesperson, and deciding where to start coaching can be tough. 3m
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1
Go for the gold Thank you for watching this course! 1m
Certificate
Certificate of Completion
Awarded upon successful completion of the course.
Instructor
Renee Dodson
Renee is an account executive and former sales development leader in the software space. Renee's background in door-to-door sales, tech sales, and building / leading a top sales development team has equipped her with a unique perspective to guide sales leaders, teams, and organizations. Renee holds a BSBA from Georgia Institute of Technology. She chooses to intentionally work with organizations who care about a people-centered approach toward building a culture of overperformance.
Renee Dodson
Sales Coach and Account Development Leader
Accreditations
Link to awards
How GoSkills helped Chris
I got the promotion largely because of the skills I could develop, thanks to the GoSkills courses I took. I set aside at least 30 minutes daily to invest in myself and my professional growth. Seeing how much this has helped me become a more efficient employee is a big motivation.
