DHI Group: SDR Team Development

Background

DHI Group is a provider of AI-powered software products, online tools, and talent acquisition services, delivering career marketplaces to candidates for technology-focused roles and employers hiring tech talent globally. DHI‘s brands—Dice and ClearanceJobs—enable recruiters and hiring managers to efficiently search, match, and connect with highly skilled technologists in specialized fields, particularly across the technology vertical and those with active government security clearances. Through DHI’s marketplaces in North America, technology professionals find ideal employment opportunities, relevant job advice, and personalized insights to best manage their whole technologist life.

Business Problem

The sales development rep team development is an essential part of the revenue growth strategy for DHI. As the team has grown to nearly 20 SDRs, it has developed many of the tools and resources for pipeline generation success, such as an SDR playbook. The SDR organization was looking to perform SDR enablement, allowing the team to become a predictable revenue growth engine. Sales leadership wanted help to conduct a health assessment of the strategy, people, processes, tactics, and metrics for the SDR organization, and get prioritized recommendations to further optimize the team for scale.

Solution

The project consisted of discovery conversations with sales development leaders, sales and marketing leaders, and individual SDRs to gather insights and document current practices across the team. The Callan Consulting team then developed an assessment report detailing the findings and benchmarking the SDR team against peers, across organizational design and execution metrics. The report also provided specific recommendations for enhancements to processes, execution, and messaging to better support SDR enablement and allow the team to scale.

Results

In under a month, the leadership team had a better handle on the state of SDR performance and how to drive the team forward. Sales leadership ultimately hired Callan Consulting to develop playbook materials for the recommendations listed in the assessment report.

Client Feedback

“Our SDR team is a critical component of our success as a sales organization and as a company. The thorough health assessment completed by Callan Consulting provided valuable insights into the strengths of our program and areas for improvement, and the recommendations included were both relevant and actionable.”