Building Better Sales Development Representatives with Kayla Rehmeier

Enterprise Sales Development (CIENCE)

In this Enterprise Sales Development podcast episode, we speak with Kayla Rehmeier, SDR Leader and Manager at Lattice. Kayla shares how her experiences in sales shed light on many of the struggles entry-level SDRs hit at first and how she has creatively approached solutions to them. She also discusses the importance of creating an environment for SDRs that allows for mistakes and offers constructive feedback and how this can build better sales teams and more confident sales representatives. WHAT YOU’LL LEARN What SDRs need to learn, know, do and think The value of allowing mistakes and building trust as a manager Kayla’s tips on how to mitigate struggle points for entry-level SDRs How to help your reps find their voice as individuals QUOTES “Before I made any changes as a manager at Lattice, I went through the onboarding process myself. I tried to remove myself as much as possible from my beginning level knowledge and discover where I was filling in the gaps with my background knowledge. It helped me think about how I could help someone starting in sales.” - Kayla Rehmeier [05:08] “Go slow to go fast. It is easy to hit the ground running when you first start out. There is such a benefit to taking breaks and walking away from your computer.” - Kayla Rehmeier [10:50] “Onboarding is a time of practice. It is where you get in all your practice swings. It is the time to fail, to make mistakes, and be ok with it. There are so many people willing to help you in onboarding. Being open to constructive feedback will make you better in the long run. ” - Kayla Rehmeier [21:40] “Frankenstein your way to success. Pull bits and pieces from here and there that feel true to you. There is nothing wrong with patching things together and taking bits and pieces from people along the way.” - Kayla Rehmeier [52:43] TIMESTAMPS [00:00] Intro [01:55] This week’s guest: Kayla Rehmeier [03:55] The SDR program at Lattice [12:42] Teaching cold calls [14:00] Catching curiosity and asking thought-provoking questions [18:48] Understanding the HR department [24:20] Training SDRs: Being human and not knowing the answers [28:48] Accountability [35:27] Working with new hires [40:39] Where entry-level SDRs tend to struggle [48:33] Using call metrics to map out accounts [51:43] Creating an environment of trust as a manager [53:33] Connect with Kayla Rehmeier CONNECT Kayla Rehmeier on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices