Metric Monday: Is More Training the Solution for Leveling Up BDR Performance?

saraboostani

Happy (Metric) Monday, RevCity! Let’s chat about one of our faves in the biz: BDRs/SDRs 🙌!

Both this year and last, 6sense Research surveyed BDRs about their jobs and how supported they feel in their roles. Both times, we found that support played a huge role in BDRs’ performance. In fact, the impact of BDRs' perceived job support outweighed the direct impact that training had on quota attainment. 

Training, up to a certain point, is undeniably necessary for building proficiency, but most BDRs who answered our survey got the same amount of training (about 40 hours). Yet, their quota attainment varied. So, if training is the same but performance is different, it can’t be the amount of training that drives results.

In our analysis, the amount of hours spent in training did not have a direct relationship with BDRs’ quota attainment. Instead, it had an indirect relationship with performance by influencing how supported BDRs felt in their roles.

That is, while training on its own does not directly impact quota attainment, training is a way that BDRs feel supported — and perceived support is associated with improved performance.

The key to fostering deeper engagement and achieving better results lies in ensuring that BDRs are well-informed about their responsibilities, provided with the necessary resources, and are aware of the value we place on their contributions. This holistic approach holds the potential to deliver more meaningful outcomes. Training on its own won't cut it!

We’ll continue the conversation about BDRs on Wednesday, but in the meantime comment your thoughts below!

@Kerry