Skedulo: SDR Team Development

Skedulo SDR Optimization playbooks materials interviews

Background

Skedulo provides a workforce management and scheduling platform for deskless workers that helps organizations simplify scheduling, optimize workforce utilization, maximize employee productivity, provide actionable analytics, and reduce operating costs. The Skedulo Deskless Productivity Cloud delivers mobile workforce management and field service capabilities to hundreds of organizations worldwide.

Business Problem

The sales development organization lacked the resources and capacity to develop and document key best practices needed to optimize how SDRs were onboarded and trained. The leadership team was in transition and needed help to assess the existing SDR enablement strategy and create a prioritized plan for building out the needed resources.

Solution

The Callan Consulting team met with key stakeholders and reviewed existing playbook and enablement materials to audit the effectiveness of existing SDR enablement efforts. Following the audit, Callan Consulting created a list of specific recommendations for improving existing playbook materials and identified additional playbook assets that needed to be created. The Callan team then developed an onboarding plan for new SDRs. This onboarding plan included a calendar of training activities and exercises for a sales development representative (/business development representative) to complete in their first 30 days in seat, a list of training modules/exercises needed to support the onboarding plan, and best practices for incorporating different learning styles to get new SDRs ramped quickly.

Results

The onboarding plan gave sales enablement much greater structure to support new SDRs, despite the enablement team’s limited resources, and helped them leverage the SDR leaders more effectively in the onboarding process. The plan was so well received, it was used to retrain recently hired SDRs in addition to new ones. The onboarding experience was greatly improved, bringing the SDR ramp time in line with industry standards.

Client Feedback

“I’ve relied on Callan consulting across a variety of projects over the years and their help was instrumental in helping scale our fast growing SDR team at Skedulo. Enablement resources were strapped and we needed to standardize what good looked like. The team was very bright and quickly added value.”