Systems & Tools Setup

If you have set up your various systems and tools and linked them all correctly, you will have reliable data you can count on to drive the right results. If not, you will be struggling to move the needle forward.

What is Systems & Tools Setup

The typical SDR today uses a number of software tools to improve productivity. Common tools used include Salesforce.com, a prospecting tool such as Outreach.io and/or LinkedIn, SalesNavigator.

Each of these tools must be configured correctly to address current and future business needs—they must have the necessary fields, values, validation rules, automations, page layouts, and reports and dashboards to deliver on their promised ROI.

Furthermore, even though SDRs don't directly use these, the Marketing department likely uses automation tools such as HubSpot, Marketo, or Pardot for creating top of funnel demand.

In addition to getting each tool to work optimally, these tools must be integrated to work as a single stack that is customized to support the workflow of the SDR—a tall order considering the complexities of each system, the likelihood of duplicate records existing, the need to validate and clean out data, and so on.

Why is Systems & Tools Setup Critical

Without ensuring that the tech stack that SDRs use is optimally configured and connected as described above, your SDRs will be frustrated when work they have done does not show up in the reports you as their manager may be looking at, and stop using systems they feel “don’t work”.

What you want is for your SDRs to use the right tool for the right purpose, and expect to see their activities and results in a “single source of truth” such as your Salesforce dashboard. On your next one-on-one with your SDR, you will likely point out that their numbers need to improve, and they may insist that they made more dials and connections than what you see on your dashboard.

This is an unnecessary source of frustration for both you and your SDR and also necessarily slows down sales pipeline development velocity—something that, fortunately, has a relatively straightforward fix.

Why SOMAmetrics?

Outside agencies tend to have certain advantages over internal resources when it comes to sales diagnosis.  For one thing, they have conducted dozens of these sales diagnoses and have developed a more robust process for uncovering underlying issues and analyzing them. They tend to have clients that come from a wide range of industries and sizes. Furthermore, outside agencies are more likely to be objective and impartial, assume they know nothing until they ask questions and get some answers.

For instance, with over 25 years of experience building and managing inside and field sales organizations, SOMAmetrics has diagnosed and corrected sales challenges at over 60 companies, ranging from startups to publicly traded Fortune 500 companies.

The SOMAmetrics Sales Diagnosis can typically be completed within one calendar week. It consists of a series of interviews with your leadership team in sales, marketing, and customer support organizations; a review of your sales pipeline; interviews with sales team members; review of your sales processes, systems, KPI’s; your comp plan; and more.

Case Studies

How a client was able to achieve its goal of becoming a leading provider to the Medical Devices sector through targeted ABM campaigns.

How a global publicly traded company used our services to increase the effectiveness of its BDR team by 67%

How a tech company went after three different markets in nine months using a planned, targeted approach

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