Our 17th guest is Kaitlen Kelly - Senior Manager of Sales Development – EMEA at Outreach, and Co-Founder of SDRs Anonymous. 

Owen and Kaitlen discuss sales development management. Including: 

- What a Sales Development Manager is responsible for 

- The percentage of time spent team coaching 

- The traits of a good sales coach 

- Whether you can be a good SDR Manager without having been an SDR within the organisation before (or at all!) 

- Advice for SDRs who want to become an SDR Manager and whether it’s right for everybody 

- The biggest impact that Kaitlen has had as an SDR Manager 

- How much time and effort should be spent on each channel 

- The importance of using data to discover where your SDRs’ strengths are 

- Whether SDRs should self-generate data more than being given data to target 

- Whether it’s better to: 

          - Have quality or quantity focused SDRs 

          - Have a people and culture focused or process focused SDR Manager 

          - Give up LinkedIn, phone or email (if Kaitlen had to choose one) 

          - Have company or individual set targets 

- How much time should be spent on SDR development and the type of training Kaitlen finds works best

- Kaitlen’s favourite sales tool outside of Outreach 

- What a good onboarding process looks like 

- Encouraging your SDRs to fail quick to learn faster 

- How an SDR Manager can use systems and processes to ensure SDRs are shaping their day correctly 

- Common challenges for SDRs that Kaitlen sees within SDR Anonymous