The BDRevolution

When I set out to start doing this BDRevolution, I have to say it came from a place deep within me. I had recently been let go from the corporate world, due to a reduction in force. During this time period, it really made me question a lot of things about myself, but also about the corporate world and how business is done.

The name BDRevolution is a little bit of a play on the words Revolution and evolution. You see, I’m on a mission to change the way in which the corporate world views sales teams and especially the BDR/SDR roles.

For anyone who’s been in sales, when you are first starting out there is not a more grueling and grinding type of a job as a BDR or SDR. It’s a role that you have to “cut your teeth” in order to advance in sales. If you’re not able to do the BDR/SDR role, then you are probably not fit for sales. Or so that’s the typical way in which most organizations look at these folks.

I’ve worked at small start ups and also huge enterprise level companies. However, no matter what the size of the company, the way in which the BDR teams are treated is always the same. You have to hit your targets or your out and you’ll be replaced. After 3 months of not hitting quota your on a PIP (Performance Improvement Plan), if you continue to not hit, then you’re fired.

Sadly, what’s not happening here is proper coaching, taking the time to work with the individual, to understand what might be happening that’s caused a slump, where are there areas that can be improved, and most importantly, maybe they’re doing everything right, but the prospects just aren’t biting.

It’s often forgotten, in sales you CANNOT control if someone will pick up the phone, respond to an email, or a linkedin message. You can only control your output, but this also has changed.

My goal of sharing my message with others is to change the way in which we view these teams, but it has to come from leadership. I’ve spoke with people on the finance teams and I’ve always been told that most BDR teams are not revenue generating, they actually take more money than they bring in.

What’s frustrating to me about this statement is why doesn’t the company look at these folks as an investment into their sales organization in the future? Why is there such a you have to do this now and we have to see results otherwise your out.

If there is not a sense of trust from the top down and bottom up, your sales organization will never be successful. I don’t care what others say that you just have to forge through, that you just have to do the “hard work” or that you’re not taking “ownership” of what you can do. That’s just nonsense. If you go back and look at any company that has that kind of mentality, their turnover rates have got to be sky high!

If we want to talk about extreme ownership, then those at the top of the leadership table, should take the extreme ownership of those in their charge. Provide them with ample opportunity to better themselves, invest in their people, and provide them a pathway to success.

My approach to sales and leadership is completely different than what is in the industry today and I will not stop until we can showcase this difference to the world. I’d like to invite you to join my rebellion and help me change how leadership within sales should be done.

It might not be the quickest way to get to the money, but if you want longevity in a company and want to see steady growth, let’s have a conversation about how I can help provide consultative services to get you and your team going in that direction!