Template by Gabrielle “GB” Blackwell, SDR manager at Culture AMP.
Some of the most stressful rep interactions have offered the biggest learnings as a manager. One of these stressful moments for managers can happen when a rep claims that a manager isn’t offering any coaching or development.
Oh yes – there are those reps who will throw managers under the bus, especially if they are on a Performance Improvement Plan and trending towards being exited from the business. #StressResponse4TheWin
But, with proper documentation, managers can spare themselves the agony of trying to pull themselves out from the bus their reps threw them under.
Here’s what to do:
Keep a weekly log of competencies your reps are focused on for their development goal
Identify the key benchmark that you want your rep to improve as part of their development
Capture any relevant notes or observations shared by your rep
Document action items you and your rep agree to along with due dates of when these action items should be completed
REP 1
Date | Competencies | Benchmark | Notes | Accountability | Resources |
|---|---|---|---|---|---|
4/17/23 | Calls ☎️ | 6% connect to qualification | willingness to continue the convo - get relevant information - establish rapport | Review calls and look for line of questioning: - Are they involved at all? - Under their responsibilities - what’s your role in this? | SPIN selling |
5/10/23 | Creativity 🦄 | level of inspiration | right now, there's been no strategy; it just feels like executing on numbers; needs to have a clear perspective on why she's targeting them | ||
5/16/23 | Prospecting 👥 | Book Management | Tiering system for which accounts take top prioritiy, where priority = level of effort | ||
5/18/23 | Prospecting 👥 | Connect: Qualification | Tactical - easier / faster, Operator - confidence in execution, Strategist - visibility + progress against initiatives |
REP 2
Date | Competencies | Benchmark | Notes | Accountability | Resources |
|---|---|---|---|---|---|
4/20/23 | Time Management + Organization ⏰ | Calls Made + Prospects Added to Sequence | Discussed creating milestones for calls: birds = 40 calls/day; clouds: 60 calls/day; stars 87 calls/day | review #s during weekly check-ins - towards end of day if call goals haven't been reached, ask him what's going to help or what's holding him back | Pacing/Formula |
4/27/23 | Prospecting 👥 | Connect rate | prioritizing people who are checking out emails - LI | send over 3 examples of relevancy based messaging by 4/27/23 | |
5/4/23 | Copy ✍️ | Email Response Rate | incorporating research | ||
4/20/23 | Time Management + Organization ⏰ | Calls Made + Prospects Added to Sequence | Discussed creating milestones for calls: birds = 40 calls/day; clouds: 60 calls/day; stars 87 calls/day | review #s during weekly check-ins - towards end of day if call goals haven't been reached, ask him what's going to help or what's holding him back | Pacing/Formula |
REP 3
Date | Competencies | Benchmark | Notes | Accountability | Resources |
|---|---|---|---|---|---|
5/18/23 | Tech Stack 🕹️ | SFDC report building | in 1:1, went over report building based on a signal she sees while prospecting / digging around in SFDC | ||
5/18/23 | Prospecting 👥 | finishing LI tasks, closed lost opps, calls | has 1 to hand off to an AE vs. doing a qual call; closed lost opps; at least 20 CL | ||
5/18/23 | Tech Stack 🕹️ | SFDC report building | in 1:1, went over report building based on a signal she sees while prospecting / digging around in SFDC | ||
5/18/23 | Prospecting 👥 | finishing LI tasks, closed lost opps, calls | has 1 to hand off to an AE vs. doing a qual call; closed lost opps; at least 20 CL |
