let's talk about being a sales development rep it is by far the most mentally taxing mentally tough job in all of sales burnout happens all the time in this role in today's video I'm sharing with you guys the ideal schedule of a quota crushing SDR that prevents burnout so that in two years of consistently exceeding your quota you could get promoted to an account executive or a closing role at a tech company now before running through the ideal schedule for an SDR for this video we're focusing on the hours between 8 AM and 5 PM now do most of us in sales work past 5 PM yes but for this video it's important to share that if you maximize those hours what you're doing between the hours of eight and five you could shut your computer at five be walking your dog at the park without a worry in the world because you are exceeding your quota the day has started 8 to 8 30 you as an SDR are focusing on clearing out your email inbox overnight you might have received some emails from prospects that you've been trying to prospect into to book meetings with respond to those you might have received some emails from teammates that are pertinent respond to those key word here is pertinent if it's not pertinent you could delete it what you want to do in these 30 minutes and I I know I'm a big OCD guy when it comes to my email inbox you want to get this inbox as clear as possible well those first 30 minutes any important emails that you need to respond to get them out of the way 8 30 to 9. now this 30 minutes is the most important 30 minutes of the day and these 30 minutes as an SDR will set your day up for Success the best sdrs use these 30 minutes to practice to role play with their sales manager or with teammates because the best sdrs know that they only have a few opportunities in the day to connect live with a prospect on the phone and they don't want to waste those opportunities if you don't practice with a teammate with your sales manager guess what when you get that first cold call connection you're practicing on the prospect you're not warmed up the best sdrs spend at least 30 minutes of their day sitting down close using their email dedicated to 100 practice role playing their cold call opener role play how to handle objections but those 30 minutes separate the good sdrs from the great sdrs who get promoted quickly into an AE role 9930 is a team meeting most SDR teams meet at some point throughout the day for 30 minutes where the SDR lead SDR manager is focusing on going over best practices reviewing results from the previous day or throughout the quarter giving recognition understanding any roadblocks that the sdrs are coming into or running into when it comes to regular code emails social selling or most importantly when they pick up the phone to cold call prospects if you are an SDR manager you need to limit this meeting to 30 minutes there's no need to go north of 30 minutes to take care of these items for your sdrs if you're going north of 30 minutes you're cutting into valuable time that they need to cold call code email social cell to hit the quota that you assigned them 9 30 to 9 45 15 minutes for a break get up from your desk walk around your house if you work from home walk around the office if you work in an office go give your dog a pet but those 15 minutes are simply a break grab some water grab a coffee get ready because we're about to start prospecting 9 45 to 10 in those 15 minutes watch a motivational video that gets you in the right mindset get pumped up watch a funny video that gets you loose you're about to do something but most people can't do or will never do because they don't have it in them to cold call so those 15 minutes you need to get loose for me when I was an SDR and I still do this today as an AE before I pick up a photo to make my cold calls I listen to Return of the Mack it's my favorite song it gets me loose I think the song's only three to four minutes long but I play that on Loop for 15 minutes so let's do it about three to four times and that gets me in the right mindset puts a smile on my face which helps me with my cold calls 10 to 11 the first cold call block of the day in this hour the only thing you're doing is picking this up and making targeted cold calls to your ICP your ideal customer profile you're not responding to emails from your boss you're not checking ESPN you're not looking at slack and responding to slack messages from teammates you're turning your notifications off and you're focusing on making targeted calls if you do that in an hour and you do not have a power dialer the most calls I've been able to make in an hour is 42. so I picked this up I manually put numbers in 42 times and I was able to do that in 60 minutes now obviously it depends on how many conversations you have within those 60 Minutes in that time block of course I was leaving a ton of voicemails I wasn't having a lot of conversations in this hour if you could do 25 to 30 cold calls in an hour that's going to set yourself up for success as an SDR as you're making calls in this hour the only other thing you're doing and this is important the only other thing you're doing is you're taking detail notes within Salesforce you're logging tasks in Salesforce that in I in fact did call and you're setting up a follow-up task to either send an email or call based on your sequence 11 to 12.
awesome you just spent 60 Minutes making 25 to 30 calls you had a couple conversation maybe you even successfully booked some meetings between the hours of 11 to 12. this is the email time block you're focusing on all of your energy whatever open email tasks you have in your CRM and Salesforce you're focusing on closing them out some of the emails are going to be the first email a prospect received from you some might be a breakup email to maximize this hour we need to make sure you have all your code email templates built out you cannot be wasting time rating emails from scratch within this hour if that was the case you would only send out maybe five to seven emails in 60 minutes and in these 60 minutes we're targeting 25 to 30 emails so build out those templates you need at least four you need the first email that's hopefully personalized and relevant the second one is a follow-up to the first one the third is going to be a different problem your product solves and the fourth might be a breakup you might add a fifth one in there too as a follow-up to that third but at least four you need these templates built out again we're targeting 25 to 30 emails prospecting emails in 60 minutes quick review of the stats so far for the day before noon we Vlog at least 30 cold calls and send at least 30 prospecting emails that's pretty good 12-1 is the launch hour yes we're dedicating an entire 60 Minutes to launch one to two is the second one hour cold call block now you guys can change this schedule and work it around however you please but it's important to note as an SDR you need at least two one hour cold call blocks and again for this cold call block our focus is activity is quantity we're focusing on at least 30 cold calls in that out two to three this is the second cold email block of the day so by 3 P. M you as an SDR have logged at least 60 cold calls and set at least 60 code emails it's important to know these are ideal numbers for somebody just starting out in sales just starting out as a new SDR at a new company for example quantity is crucial when you're just starting out over time with quantity comes quality so over time as the cold calls pile up the cold emails pile up you'll figure out what resonates with prospects what resonates on the phone what resonates in an email inbox so quantity will turn into quality the best SDR I ever worked with when he started out he made the most cold calls sent the most cold emails in 12 months least amount of activity on the team highest performing SDR because they figured out what worked on the phone what worked in email so great sdrs are not putting in 120 activities a day between cold calls and code emails they don't have to but if you're just starting out these are ideal numbers you want to Target at least 120 total activities between cold calls and your emails 3 to 3 30.
