SDR Insider #3

Time Management – The Key to Success may sound like just another piece of content about managing your time, but it is far from that. Episode 3 is a dynamic conversation about getting back to the basics of the SDR role. It’s filled with tips and advice from a former SDR turned manager, Andrew Smith (who still gets on the phone with his team), who has takeaways for any listener.

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Multi-hyphenate Andrew Smith has worn, tried on, and kept many hats throughout his time at demandDrive, making him the perfect guest to talk about organization and time management.

He juggles a lot on a daily basis, and he manages to see consistent success as both a rep and manager. 

How, you ask? 

In our conversation, Andrew admits that multitasking is never easy, but as he shares, it’s a skill that can be honed and developed through time and patience.

Key Takeaways

You Don’t Have to be Organized, but You Have to Learn to be

Contrary to popular belief, being organized is not always an innate quality of successful people. Oftentimes, it’s learned. 

“I am not inherently organized, but I have had to become organized” is how Andrew described himself early on in this episode, proving organization and time management can develop over time – just like any skill.

He then goes on to share, “…exactly how I did it.” So listen to hear how he got there over time, especially at the start of his SDR career.

Editor’s Note: A lot of people think the best sales reps have inherent ability – be it time management, confidence, or something else. We disagree; any and all of the best traits for sales reps are learned, not inherent. Dive into our take on confidence as an example.

If You’re Struggling, Go Back to the Basics 

A large part of our conversation about time management was the importance of going back to basics, especially when you are feeling overwhelmed or like you don’t have enough hours in the day. 

“What processes worked for you when you first started? What processes didn’t? What are the key takeaways from week one of training?” Sometimes, thinking back to how it all started can give you the perspective needed later in your career.

Another key takeaway was the importance of getting on the phones. As a manager, Andrew still gets in the trenches with his reps on a daily basis. And it’s not because he has to, it’s because he knows that prospecting is a skill that will always serve you well and needs continuous refinement – even if you don’t think you have the time for it.

Editor’s Note: More than anything, this is a callout for reps to prioritize effectively. Let’s be real – you don’t need a full 8 hours to get all of your work done as an SDR. Done efficiently, you can bang out 100+ dials in a couple of hours. But that’s only possible if you set yourself up for success – that means activity blocking, preparing accounts for call sessions, and minimizing distractions when you make dials.

Be One Step Ahead of Yourself 

He doesn’t care what your process is, but “I would like you to have one.”  An iconic line from this episode shows the importance of having a plan, even if it doesn’t work, and honoring a process. 

An easy process to start with? Write everything down. 

Human error is real, and one way to combat it is to write everything down and set up tasks for yourself in your CRM. Andrew implores you to know what your CRM offers to keep organized by using those tools. It may seem simple, but little change can save you time and make you more productive. 

Editor’s Note: Andrew actually talked about note-taking in a separate event on communicating with your pipeline. The points he made there ring true here as well – the best SDRs are systematic, not just talented. 

Focus Time is Everything

“I put everything on my calendar,” which Andrew says is his process that keeps him on schedule track. He admits that making sure the blocks of time are realistic and not too long is equally important. 

“Try to decide what you are going to do in blocks of time (every day) that are not too long.”

Something he has been doing with his team that he sees as beneficial is using Slack to signal to team members when they are having focus time. Multitasking is an important skill and part of the SDR role, but so is staying focused on your present task at hand, especially in our world of limitless distractions. 

Editor’s Note: We’ve talked a LOT about guarding your time and finding your ‘golden hours’ as an SDR. Check out our podcast and symposium recap on that topic.

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Sales Rep new or old, we hope you found this episode and post helpful. We’re looking forward to sharing more insights from top performers through the SDR Insider, a new initiative from demandDrive.

If you are interested in being included in a future episode or have an idea for a conversation, feel free to reach out to our marketing team at marketing@demanddrive.com.