The first thing you should have an SDR
is a sales process
, and understand where you fit in it. A lot of the time, you will be working with an Account Executive or AE to help them find the right prospects. Sometimes you'll be working with an SDR manager.
Regardless, you want to make sure you and your superior are on the same page when it comes to clear, realistic goals.
Is the goal to make 50 cold calls
per day? Are you answering all the inbound leads within a set time frame? Are you sending out 60 cold emails
per day to a particular ICP
And then, what are the expected results?
Should you be getting 10-15 prospects for your AE
from those calls? How many follow-ups for those inbound leads before they're considered unqualified? What are your open and response rate goals for your cold emails? Are you doing A/B testing with different wording to similar ICPs to see what works better?
Whatever sales-related task you are undertaking, you need to be in agreement with your team and superiors about what the expectations are, so you can present the information accurately and then make decisions based on the results. Any confusion or lack of clarity will only slow everything down.