Sales Team Lead

Role: Sales Team Manager (SDR Team)

Role Definition

The Sales Team Manager for Sales Development Representatives (SDRs) is responsible for leading, mentoring & driving the performance of the SDR team to ensure the consistent generation of sales qualified leads to be passed on to the BD team for demos & closures & ensure pipeline growth. This role bridges the gap between marketing and sales by ensuring SDRs meet their targets and align with the organization's growth strategy.

The STM will lead, mentor, and hold the SDR team accountable, ensuring that each member is working towards the collective goal of achieving SQL leads.

Responsibility Deliverable

1. Team Management- To hire, onboard & train new SDRs, to mentor, motivate, develop team members performance by setting clear goals & KPIs for the team.

2. Lead Management- Regularly check on the quality of Leads generated; To ensure that the SDR team is achieving quality SQL targets consistently.

3. Sales Strategy -To set targets for the SDR team & create strategies to achieve them consistently.

4. Self-Growth -Develop skills & business knowledge to grow into the role of a senior sales manager.

Tasks & Activities

1. Team Management:

i. To collaborate with the TA team to ensure that a minimum of 5 SDRs are onboarded in the team at any given time.

ii. To conduct interviews (as per QL framework), hire & onboard qualified candidates.

iii. To train, monitor & provide consistent feedback to the team members on the sales strategies during the OJT phase.

iv. To ensure & identify the right candidates are retained in the team after training & OJT phase.

v. To conduct the Team Standups during the start & end of the day.

vi. To ensure upskilling of the team's knowledge based on company's new products/services- Every working Saturday, monitor the ongoing knowledge sharing session of sales team and provide feedback.

vii. To conduct month end reviews and have the performance reviews completed before the 7th of every month.

1. Lead management:

i. Review CRM data for lead quality.

ii. Ensure proper lead qualification criteria is being followed by the SDRs (AN-mandatory & BANT-for SQL).

iii. Generate and share weekly reports on lead quality and pipeline health.

iv. Collaborate with marketing to refine lead generation processes.

v. Ensure all leads are contacted within defined SLAs to prevent aging.

vi. Regularly review SDR performance to ensure consistent SQL generation.

vii. Address any discrepancies in outreach or follow-up processes.

viii. Co-ordinate with the marketing team to ensure the SDR team is having more than enough leads for conversion.

ix. Conduct a weekly meeting with marketing to develop strategies to ensure quality leads are coming in.

1. Sales Strategy

i. Define monthly and quarterly SQL targets for the team.

ii. Break down goals into daily/weekly tasks to ensure consistent progress

iii. Analyze past SDR performance data to identify winning strategies.

iv. Create clear outreach plans and steps, including timely follow-up and escalation calls, to keep leads engaged and improve conversions.

v. Utilize sales enablement tools to improve SDR efficiency and effectiveness.

vi. Use CRM dashboards to track activity, conversion, and pipeline progress.

vii. Identify underperforming areas and take corrective action.

viii. Market Research & Mystery Shopping (Competitor Analysis).

Measurement Metrics

1. Ensure a minimum of 60% of the team's SQL target is achieved consistently on monthly basis; 100% target achievement on annual basis.

2. Listen to 1 call per SDR per day and provide immediate actionable feedback; Document all observations and feedback in an email and send it across to the SDR+HR team for tracking improvement.

3. Ensure 100% retention of team members, develop plans to support personal and professional growth to reduce attrition risk.

Job Type: Full-time

Pay: ₹40, ₹45,000.00 per month

Benefits:

• Food provided
• Health insurance

Work Location: In person