The Selling Factory

From an SDR: How to Manage Remote SDRs

Written by Anya Wiener Benitez

A fourth-year Trilingual Business Administration Major at the University of Florida, specializing in International Relations and minoring in Spanish, Anya is very goal orientated and works well in competitive environments. She is passionate about building women’s confidence and cultural diversity.

Working remotely, as a Sales Development Representative (SDR) can be challenging. It takes discipline and self-motivation. A manager’s role is to support you and your work in order to exceed expectations, which can be difficult for remote sales. However, there are many ways to overcome these challenges. As a remote SDR, I have witnessed best practices for a manager to coach up individuals and teams. 

  1. Establish an environment of communication: Communication is vital in the work environment; the Sales Development Representative team must feel that there is a safe place to communicate. As a sales manager, it is important to foster a place of open and constant dialogue. There are many different ways managers can establish such a healthy environment. One way is to use a messaging app like Slack. Beyond encouraging constant communication regarding work, a messaging app helps an SDR team create a virtual “watercooler”. It reminds them to stay in touch with one another and share good tidings or talk about events of the day. Having constant communication touchpoints supports SDRs in learning about each other, growing more connected, and excelling together at work.

  2. Develop a virtual peer-learning program: A virtual peer learning program will help motivate the sales team and create a more structured environment. Personally, at my job, the SDRs work in a virtual office space, which prompts the team to collaborate with, coach,  and build up each other. Additionally, employees can still have a set space to work in an office surrounded by their co-workers and foster relationships. The managers should schedule times to be in the virtual office to monitor their team’s sales calls to support growth, which encourages better performance and results in higher engagement.

  3. Encourage Collaboration: Sales managers need to nurture a collaborative environment, especially in a remote setting. Collaborating with co-workers motivates and allows employees to feel “lively” when they are working. As an individual that receives energy from those around me, working with others is essential. Managers can encourage collaboration by checking in with their SDR teams. Ask how they are feeling, offer feedback, and see what one can do to help. These small changes initiate conversations, encourage collaboration, and reassures SDRs.

  4. Provide your team with the right tools: The sales team must be provided with the right tools to maximize their performance. This means setting clear expectations and instructions for the team members to excel in their tasks. The tools should consist of sales training programs, a user-friendly virtual platform, and any necessary software.

  5. Ongoing Coaching: Right now, in uncertain times, many people are craving for social interaction. As a manager, it is critical to always be present for your employees and provide a healthy support system. Tips for ongoing coaching include weekly check-ins, bonding activities, and monthly webinars. Having a weekly check-in provides a safe space for the employees to discuss their weaknesses, strengths, and improvements. The bi-weekly check-ins assist in building a fun and healthy work culture where the employees gain workplace satisfaction. Creating virtual bonding activities with the employees will bring everyone together and allow them to connect on a more personal level. Lastly, hosting a monthly webinar would be a great additional resource to coach your employees. Inviting a guest speaker to share advice, tips, or professional business will allow the team members to grow from one another. 

Based on my personal experience, these sales team management tips are a few to enhance coaching for a remote Sales Development Representative team. In times like these, it is important to create this environment of togetherness as many people feel left alone and confused. By taking the lead with these suggestions, sales managers can build better relationships with, provide a reassuring presence for, and foster a healthier work environment for their team.

Kira Baker

Campaign Manager

Kira is a recent graduate from the University of Florida where she received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hope to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she led a psychology research lab on goal achievement and life satisfaction and took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. Through her creative and methodical vision, she engages both students and entrepreneurs to help them find their version of success.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.