Dear SaaStr: I Don’t See Enough Activity in My SDRs. What Can I Do To Get More From Them?
If your SDRs are struggling to hit targets because of a lack of activities, you need to address both the quantity and quality of their efforts. Here’s what I’d do:
1. Increase Accountability with Call Notes. This Really, Really Helps. Even With Everyone Using Notetakers.
Have every SDR write up detailed notes for each connected call with a next step—5-10 bullet points, not just a sentence or two. Log these in your CRM. This forces them to take each call seriously, learn from every interaction, and helps you identify where they’re falling short. Yes, they’ll push back, claiming it slows them down, but it’s worth it. It improves call quality and ensures the team learns from every prospecting effort.
2. Set Clear Activity Metrics
You gotta. Define specific daily or weekly activity goals—calls, emails, LinkedIn touches, etc. For example, if your team isn’t hitting 50+ dials a day, that’s a problem. But don’t just focus on volume, make sure they’re targeting the right prospects and using effective messaging. Quality matters as much as quantity.
3. Split-Test Approaches
Encourage your SDRs to experiment with different messaging or outreach strategies. For example, try one approach for 25 dials and another for the next 25. Even if they don’t book meetings, they’ll learn what works and what doesn’t. This keeps the role engaging and helps refine your playbook faster.
4. Start Doing Weekly Webinars
Start hosting a weekly webinar for prospects and customers. It’s a simple but effective way to generate interest and give your SDRs something valuable to invite leads to. Even if only a handful attend, those attendees are often high-quality prospects. Consistency is key here—do it every week without fail.
5. Improve Lead Routing and Follow-Up
If you’re generating inbound leads, make sure they’re routed to the right reps and followed up on immediately. Set an SLA for response times—ideally within minutes. This alone can boost conversion rates by 20%-50% [8].
6. Invest in Training and Updated Collateral. And an AI They Can Talk to And Ask Questions.
Many SDRs struggle because they don’t have the right tools or training. Build better collateral—sales decks, tear sheets, email templates—and provide ongoing coaching. If they’re not confident in their pitch, they won’t make enough calls or send enough emails. And set up an AI like SaaStr’s so they can ask any questions they need to ask at any time. Train it with your sales collateral and other materials.
7. Pay Attention to Compensation (and Incentives)
Are you incentivizing them properly? If your SDRs don’t feel like they’re earning enough for their efforts, they’ll lose motivation. Make sure their comp plan rewards both activity and results, especially in the early days when the role is tough.
Start with these steps, and you’ll likely see both activity levels and results improve.
And a great deep dive with Sam Blond on how to build out your first SDR function here:
