Description

Managing more than 10 BDRs spread out across different countries…

How do you adapt prospecting sequences for each market?

How do you make sure each rep ramps up properly if you can’t coach them because you can’t understand German or Hebrew?

And how do you set up the right KPIs to track performance fair and square for every one?

Those are the questions Rachel Fay, Senior Manager, Business Development EMEA at Zoom answers in today’s episode of International Corner.

One of the learnings she shares with us are the 3 tips she applies to adapt guidelines for each region: 

1- Creating a buddy system

• She pairs each new rep with another BDR or AE speaking the same language to role play.

2 - Fostering each rep to create an ecosystem with the wider team

• She pushes them to talk to marketing, finance people etc… that are speaking the same language as them within the organization to have coffee and get more understanding and support internally

3 - Feedback loops with Enablement

• She created a group of BDR delegates. 1 Senior BDR from each region joins a bi-weekly call with the enablement team to provide feedback and get help to adapt sequences and create scripts.

We deep dive into the above and more in this episode with Rachel!

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