I've never met a world-class SDR who wanted to be a career SDR.
It's extremely rare.
This is a big problem because SDRs aren't being promoted fast enough right now.
⛔️ The SDR Promise of forever ago to 2022
⛔️ The reality in 2024
Most sales orgs aren't growing as fast as they were in 2022. There aren't enough AE spots available to promote deserving SDRs in 12-18 months.
Many reps have been SDRs going on 3 years or more.
So why's this a problem?
You're losing talented SDRs because career progression is limited at your company.
Here are a few ways the best sales orgs keep talented SDRs around:
✅ "Belt system"
Create tiers of SDRs. SDR 1, SDR 2, SDR 3, etc.
Each tier comes with an upgrade in pay, responsibility, career development, and title.
The key is building a formal program that helps with this. A part of that program is "Preparing to become an AE."
Gives reps a progression leader to level up over a few year period.
✅ Find another home
Great sales orgs always find a place for great talent. Even if that isn't to be an Account Executive.
Put reps in sales enablement, customer success, account management, etc
✅ Promote to leadership
If the rep exhibits future leadership material, make them a team lead. Give them a small team and half the quota.
✅ Create an ISR (inside sales rep) model
An old trend that's coming back with many orgs. This works well if your only sales motion is enterprise.
The ISR is responsible for breaking into net-new accounts and works smaller deals (less than $50k). They close pilots, trials, etc.
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How else does your org keep talented SDRs around when AE promotions aren't available?