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How do you structure time and workflow management?

As an SDR, time and workflow management are incredibly valuable skills to develop. The BEST way to consistently hit quota is to have a solid day-to-day schedule.

I snagged a quote from Morgan Ingram about this, and I think he really hit the nail on the head: “If an SDR’s schedule is organized, they’re going to have organized results. If their schedule is sporadic or unsupported, reps will struggle to consistently produce results.”

What are your top tips when it comes to having an organized, consistent schedule as an SDR?

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    • Profile picture of Joe Latchaw
      @jlatchaw85
      ( 2.3k POINTS )
      1 month, 1 week ago

      From an SDR perspective, I used to block my days into chunks. For instance, 8 – 9 Administrative i.e. answer emails, voicemails, etc. 9 – 10, research time. Research top prospects and find relevancy. 10 – 12 Prospect. 12-12:15 lunch. 12:15 – 1 check emails and such again. 1 – 3 Prospect., etc. If you provide your team groundwork, they can learn to become diligent. Does this make sense?

      • Profile picture of AJ Alonzo
        @ajalonzo
        ( 2.7k POINTS )
        1 month, 1 week ago

        @jlatchaw85 – love that. I tried my best to break up my day in a similar fashion as an SDR.

        One of the things I always preached was to use data to your advantage, and find out when you were most likely to get people on the phone. Make that timeframe your calling window, and build everything else off that.

        Works really well with reps who are accountable. If they aren’t, a structured day can help promote and develop that skill.

        Win win!

      • Profile picture of Shawn Lacagnina
        @shawnlacagnina
        ( 260 POINTS )
        3 weeks ago

        You must control your calendar or someone else will. Time blocking is a must and guarding that time is just as important.

    • Profile picture of jakebernstein21
      @jakebernstein21
      ( 1.8k POINTS )
      1 month, 1 week ago

      I am literally taking pages out of Jeb Blount’s “Fanatical Prospecting”, but also taking this right out of our sales toolkit. Really like the golden hours and platinum hours distinction as a guidepost.

      Divide your time up into the Golden Hours and the Platinum Hours to ensure you balance the right amount of time prospecting & selling and non-selling stuff.

      Golden Hours: prime prospecting activities filled with CALLS, CALLS, CALLS. Social touches and emails can occur, but this block should largely be focused on calls.

      Platinum Hours: top-earning sales pros set aside time early each morning or late each afternoon to attack important non selling activities before the demands of the sales day kick in or after they’ve been addressed. They use Platinum Hours for:
      – Building prospecting lists
      – Research
      – Pre Call planning
      – Developing proposals and presentations
      – Creating contracts and getting approval
      – Social selling activities
      – Email prospecting
      – Prospect research and call objective planning
      – Planning and organization
      – Administration and reports
      – Respond to email
      – Calendar management
      – CRM Management

      The objective of the Platinum Hours is to set up your sales day so that all your focus can be spent on high-value selling activities.

      • Profile picture of AJ Alonzo
        @ajalonzo
        ( 2.7k POINTS )
        1 month, 1 week ago

        This is awesome @jakebernstein21

        Can’t go wrong with listening to Jeb Blount!

        I’m a fan of using data to your advantage and finding those windows (love the moniker of gold and platinum hours).

        Do you find that it’s best to have just 2 “parts” of your day, or do you think there’s a benefit to slicing and dicing your activities a bit more?

        Example: always dedicating time during the day to research & account mapping vs. including it in the “platinum hours.”

        • Profile picture of jakebernstein21
          @jakebernstein21
          ( 1.8k POINTS )
          1 month, 1 week ago

          I like slicing and dicing the day up a bit. Keeps things interesting. I also encourage my SDR’s to watch webinars throughout the week, often over lunch breaks, to learn new skills and then work on applying them. That’s a nice way to break up the day too.

    • Profile picture of PAul Gazdik
      @communicationenthusiast
      ( 280 POINTS )
      1 month ago

      My top tips when it comes to having an organized, consistent schedule as an SDR is blocking your time for prospecting each week and not allowing anything or others to take that time for you.

    • Profile picture of Brendan Short
      @brendanjshort
      ( 250 POINTS )
      1 month ago

      1. Inbox (lowest hanging fruit) – .5-2 hours

      2. Tasks (calls, manual emails, videos, social — within Outreach/SalesLoft/etc.) – 1-4 hours

      3. Prospect (go find accounts/contacts, add to sequences, do research) – 1-4 hours

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