{"id":12840,"date":"2021-11-03T12:00:00","date_gmt":"2021-11-03T19:00:00","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?p=12840"},"modified":"2022-03-14T09:58:57","modified_gmt":"2022-03-14T16:58:57","slug":"how-business-leaders-are-optimizing-bdr-training-in-2021","status":"publish","type":"post","link":"https:\/\/somametrics.com\/clone\/how-business-leaders-are-optimizing-bdr-training-in-2021\/","title":{"rendered":"How Business Leaders are Optimizing BDR Training in 2021"},"content":{"rendered":"\n<p>The pandemic pushed a lot of businesses to change how they operate, including those in the B2B selling space. As Sales Enablement has adopted a wider role in business today, we\u2019ve started to see shifts in how business leaders train their BDRs (Business Development Reps). In the following sections, we\u2019ll look at which new practices in the traditional BDR training model have optimized BDR performance in today\u2019s business environment.&nbsp;<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-large\"><img width=\"1024\" height=\"515\" src=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/business-development-representative-bdr-training-1024x515.jpeg\" alt=\"business development representative bdr training\" class=\"wp-image-12842\" srcset=\"https:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/business-development-representative-bdr-training-1024x515.jpeg 1024w, https:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/business-development-representative-bdr-training-300x151.jpeg 300w, https:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/business-development-representative-bdr-training-768x387.jpeg 768w, https:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/business-development-representative-bdr-training.jpeg 1200w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/div>\n\n\n\n<h2>KPIs for BDR Training<\/h2>\n\n\n\n<p>Careful tracking of some key performance indicators can highlight specific areas where training should be focused. CRMs like Salesforce and prospecting tools like Outreach both offer effective solutions to track these figures, which can then apply to BDR training programs to track progress, quotas, and areas for improvement.&nbsp;<\/p>\n\n\n\n<p>Some essential KPIs include:&nbsp;<\/p>\n\n\n\n<ul><li>Average sales cycle length<\/li><li>Average deal size&nbsp;<\/li><li>Time to Revenue<\/li><li>Quota attainment&nbsp;<\/li><li>Lead conversion rate&nbsp;<\/li><li>Content usage&nbsp;<\/li><li>Sales funnel transition rates&nbsp;<\/li><li>Number of closed deals&nbsp;<\/li><\/ul>\n\n\n\n<p>Finding gaps in knowledge or ability is essential in BDR training because it gives direction to what Sales Enablement needs to focus on.<\/p>\n\n\n\n<h2>Optimized Training Sessions<\/h2>\n\n\n\n<p>Using analysis from KPIs, Sales Enablement can craft highly effective BDR training programs that borrow from some findings of business leaders today.<\/p>\n\n\n\n<p>It\u2019s been shown that 87% of B2B sales training content is forgotten within 30 days (<a href=\"https:\/\/www.gartner.com\/smarterwithgartner\/the-evolution-of-sales-training-and-coaching-technology\">Gartner<\/a>), which means that the norm of infrequent or even once yearly training sessions has to go. Many Sales Enablement programs today are shortening their BDR training sessions \u2014 but also increasing their frequency. Sharing information more often and in more easily processed chunks allows Sales Enablement to reinforce old information and update training as new developments surface. It\u2019s also been <a href=\"https:\/\/seismic.com\/company\/blog\/6-challenges-to-sales-enablement-success\/\">shown<\/a> that continuous training can raise sales rates by as much as 50%.&nbsp;<\/p>\n\n\n\n<p>Additionally, BDRs are often on the go or in between meetings, and so while having live training sessions is certainly helpful, it can also be wise to include virtual, more convenient options within a BDR training program. Mixing up the format can also help retain attention and engagement among BDRs. Monthly newsletters, games, or interactive videos can all reliably share information while engaging viewers even while being online and remote.&nbsp;<\/p>\n\n\n\n<h2>BDR Training Packs<\/h2>\n\n\n\n<p>One of the best ways Sales Enablement can equip BDRs to succeed is through a thoughtfully crafted BDR training package. Effective BDR packs give them the information they need to quickly qualify leads and schedule appointments. The fundamental elements of an effective BDR training pack are industry briefs, persona profiles, and discovery call guides.&nbsp;<\/p>\n\n\n\n<p>Industry Briefs give BDRs the information they need to have relevant, insightful conversations with prospects about their industries. They share information with BDRs about their lead\u2019s industry\u2019s growth rate, challenges, competitors, and more.&nbsp;<\/p>\n\n\n\n<p>In addition, persona profiles give BDRs a familiarity with the challenges and goals of the specific persona types they\u2019ll contact within their targeted industries. This will enable them to make more personalized connections with the leads they contact. In fact, 93% of B2B decision-makers report being more likely to further consider a company if the outreach is personalized to them, making targeted, specialized approaches of the utmost importance to BDRs strategies.<\/p>\n\n\n\n<p>Finally, discovery call guides equip BDRs with practical, usable strategies to employ when cold calling. Effective call guides give \u200b\u200bBDRs the skills they\u2019ll need to direct conversations, quickly qualify leads, and set up appointments with Sales. For more information about Sales Enablement and BDR training packs, click <a href=\"http:\/\/somametrics.com\/clone\/our-solutions\/sales-enablement\/bdr-training-pack\/\">here<\/a>.&nbsp;<\/p>\n\n\n\n<h2>Recapping<\/h2>\n\n\n\n<p>The pandemic has pushed many business practices to shift recently, and in order to equip BDRs with the skills they\u2019ll need to succeed in this new business environment, Sales Enablement should optimize their BDR training. This includes tracking KPIs for training purposes, updating BDR training practices, and providing highly effective BDR packs.&nbsp;<\/p>\n\n\n\n<p>You can find more resources like this on the SOMAmetrics website under <a href=\"http:\/\/somametrics.com\/clone\/resources\/\">resources.<\/a> Or <a href=\"https:\/\/calendly.com\/eskinder\">click here to schedule a call <\/a>if you would like to speak with one of our associates.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The pandemic pushed a lot of businesses to change how they operate, including those in the B2B selling space. As Sales Enablement has adopted a wider role in business today, we\u2019ve started to see shifts in how business leaders train their BDRs (Business Development Reps). In the following sections, we\u2019ll look at which new practices &#8230; <a title=\"How Business Leaders are Optimizing BDR Training in 2021\" class=\"read-more\" href=\"https:\/\/somametrics.com\/clone\/how-business-leaders-are-optimizing-bdr-training-in-2021\/\">Read more<\/a><\/p>\n","protected":false},"author":4,"featured_media":12842,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"generate_page_header":""},"categories":[3207,901,37,391],"tags":[3279,3269,3267,3268,3272,3266,3280],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How Business Leaders are Optimizing BDR Training in 2021 - SOMAmetrics<\/title>\n<meta name=\"description\" content=\"The pandemic has led to a major change in BDR training. We explain new practices in the traditional business training model that have optimized performance.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/somametrics.com\/clone\/how-business-leaders-are-optimizing-bdr-training-in-2021\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Business Leaders are Optimizing BDR Training in 2021 - SOMAmetrics\" \/>\n<meta property=\"og:description\" content=\"The pandemic has led to a major change in BDR training. 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