[Business Improvement Tips] Reasons Why Corporate Sales Struggle with SDRs
Identifying the root causes of why SDR activities do not lead to results, along with specific improvement measures and methods for building a reproducible system to maximize the deal conversion rate.
**Benefits** - Identify fundamental issues in SDR activities and develop specific improvement measures. - Enhance the quality and quantity of generated business negotiations to support field sales. - Build a reproducible SDR system to create stable results. 'PROBiZZ' analyzes the reasons for unsuccessful SDR activities from three perspectives: "quality, efficiency, and sustainability," and supports essential business improvements that directly lead to results. By designing SDR KPIs based on the ultimate sales KGI, we do not lose sight of the goal of creating high-quality business negotiations that lead to contracts, rather than merely pursuing the number of appointments. A culture of thoroughly executing basic actions, such as voice recordings during appointment acquisition and voice confirmations before negotiations, will reliably improve the quality of SDRs and lead to results. Not only managers but also on-site operators share the KGI, and by introducing a reward system linked to results, we foster a culture where the entire team actively engages in improvement activities. 'PROBiZZ' promises to redefine the formalized SDR activities and transform them into a truly meaningful sales process that does not waste your company's marketing investments.
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The marketing department connects valuable leads it has acquired to field sales without wasting them, resulting in a dramatically improved efficiency of the entire sales process with a high conversion rate. Members of the SDR team can clearly understand how their work contributes to final sales, which enhances motivation and leads to a decrease in turnover rates. Objective feedback based on data standardizes the skills of SDR representatives, allowing anyone to create stable quality deals. Field sales can focus on high-probability cases without wasting time on low-quality deals, creating a positive cycle that improves the overall order rate for the department. Strengthened collaboration between inside sales and field sales enables smooth sharing of customer information, resulting in a consistent customer experience. Through these improvements, SDRs will evolve from merely an appointment-setting team to an important function that collects customer insights and contributes to business strategy. 【Strengths and Features】 ■ KPI design that creates high-quality deals based on reverse calculation from KGI ■ An evaluation system that enhances motivation by having the entire team pursue results ■ A system that continuously improves the quality of conversations through voice recording and analysis
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Have you introduced SDR but are struggling to achieve the expected results and are unsure of the reasons why? This document analyzes the reasons many companies stumble with SDR and presents specific improvement measures to overcome these challenges. It systematically compiles practical know-how for designing KPIs based on KGI and enhancing the quality of conversations. You should be able to find a clear answer to why your company's SDR activities are not succeeding. Download it now and grab the tips to turn SDR into real results.
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Applications/Examples of results
- A BtoB marketing tool provider, struggling with a low conversion rate despite an increase in leads from advertising, implemented 'PROBiZZ'. They reviewed the inbound call handling process and optimized the talk script. As a result, the conversion rate from initial contact improved from 15% to 35%, and the number of deals supplied to field sales doubled, maximizing ROI. - A company providing services to the information systems department faced challenges with the skills of their SDR team being too individualized, leading to inconsistent results. With the support of 'PROBiZZ', they reviewed all recorded calls during appointment acquisition and implemented the dissemination of successful patterns. The average appointment acquisition rate for the entire team stabilized, achieving a reproducible organizational operation that does not rely on outstanding personnel. - A rapidly growing subscription service company faced issues with lost opportunities due to a lack of collaboration between SDR and field sales. 'PROBiZZ' intervened, linking KPIs to revenue (KGI) and leading regular strategic meetings. The collaboration between the two departments became closer, resulting in a 40% increase in the order rate from deals acquired by SDR, creating a mechanism for generating results through enhanced interdepartmental collaboration.
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Engine Co., Ltd. offers the inside sales support service 'PROBiZZ' to structurally solve sales challenges for companies. Aiming to streamline the sales process and maximize results, customization tailored to corporate needs is possible. An experienced dedicated team handles everything from creating target lists to outreach and setting up business meetings. Through data-driven strategy design and KPI management, continuous improvement and reproducibility of results are achieved. Additionally, we support the visualization and analysis of sales activities by utilizing the latest tools and technologies. With a proven track record across various industries, we provide services backed by reliability and performance. Engine Co., Ltd. offers a new standard of sales support that realizes the "systematization" of sales and the "reproducibility" of results.
