Bold Calling · 2025-02-25 · 35 min
In this episode of Bold Calling , host Adam Sockel is joined by Arely Brattin , SDR Manager at Orum, and John Karsant , Founder & CEO of Level Up Leads, to dive deep into the art and science of SDR management. They discuss the most effective strategies for onboarding, training, measuring success, and retaining top SDR talent - plus the evolving role of AI and the shift toward revenue-focused performance metrics. Key Topics & Takeaways Onboarding & Training SDRs John's Approach: SDRs at Level Up Leads start on internal calls before reaching out to clients, ensuring they ramp up in a controlled environment. Arely's Method: Identifying learning styles is key - whether reps prefer shadowing, classroom-style learning, or hands-on coaching. Pairing new SDRs with top performers helps them build confidence quickly. Measuring SDR Performance Activity vs. Revenue Metrics: Quality over quantity - fewer dials, but better targeted outreach. No-show rates and objection-handling improvements are now key performance indicators. Retaining SDR Talent John's Strategy: Reduce friction for reps - handle list building and client conversations so SDRs can focus on dialing and selling.
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