From an SDR: How to Manage Remote SDRs

Written by Anya Wiener Benitez 

Anya is an alum of The Selling Factory and graduated from the University of Florida with a bachelor’s degree in business administration. Anya is very goal oriented and works well in competitive environments. She is passionate about building women’s confidence and cultural diversity.

Photo by Sigmund

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 to exceed expectations, which can be difficult for remote sales. However, there are ways to overcome these challenges. While working remotely, I have witnessed best practices for sales team management. 

#1: Establish an environment of communication 

Communication is vital in the work environment; sales development representatives must feel that there is a safe place to communicate. As a sales manager, foster a space of open and constant dialogue. There are many ways managers can establish a healthy work environment. A messaging app like Slack encourages constant communication regarding work and 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. Constant communication touchpoints support 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 helps motivate the sales team and creates a more structured environment. Working in a virtual office space prompts the team to coach and collaborate. 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 for the virtual office and monitor their team’s sales calls to support growth. This encourages better performance and results in higher engagement.

#3: Encourage Collaboration 

Sales managers should nurture a collaborative environment, especially in a remote setting. Collaborating with co-workers motivates and allows employees to feel “lively” when working. Personally, I receive energy from those around me, so working around others is essential. Managers can encourage collaboration by checking in with their sales development representatives. Ask how they are feeling, offer feedback, and see what one can do to help. These changes initiate conversations, encourage collaboration, and reassure sales development representatives.

#4: Provide your team with the right tools 

Setting clear expectations and instructions for your team lets sales development representatives to excel in their tasks. Include tools like sales training programs, a user-friendly virtual platform, and any necessary software to maximize their performance.

#5: Ongoing Coaching

As a manager, it is critical to always be present for your employees and provide a healthy support system. Ongoing coaching can include weekly check-ins, bonding activities, and monthly webinars. Weekly check-ins provide a safe space for the employees to discuss their weaknesses, strengths, and improvements. Bi-weekly check-ins assist in building a healthy work environment and fun work culture where the employees gain workplace satisfaction. Virtual bonding activities with the employees will bring everyone together and allow them to connect personally. Lastly, hosting monthly webinars 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 experience, these sales team management tips enhance coaching for a team of remote sales development representatives. Creating this environment of togetherness is important as many people feel alone and confused while working remotely. These suggestions build better relationships, provide a reassuring presence, and foster a healthy work environment for the team.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and 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 hopes 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

Growth Manager

Josiah has over 10 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 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. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

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.