The Importance of Consistency for Sdr Success

Think about brushing and flossing. Do it sporadically, and plaque builds up. Do it daily, and you prevent it. The same principle applies in sales. An action is something you do once in a while. A system is a set of actions you do consistently over time. Why does matter? When you have a system, you’re doing the right things over and over again, not just when you feel like it. The benefit? You create momentum which stacks the odds in your favor for success It’s not just for you. It’s something you can hand off to others too. For example, if you’re a SDR, here’s a system called Winning the Day. How it works: You earn points for completing actions every day. 1. Before leaving work, list 35 people to prospect the next day. Let your present self help your future self (1 point) 2. Make cold calls for 45 minutes. (1 point) 3. Confirm meetings. (1 point) 4. Send 20 cold emails. (1 point) 5. Send 5 handwritten notes or videos to prospects. (1 point) 6. Stay positive—no gossiping or blaming. (1 point) 7. Spend 20 minutes calling closed-lost opportunities to ask for feedback. (1 point) 8. Send a one-sentence email to prospects who missed meetings: “Have you deferred looking at [your solution]?” (1 point) 9. Share 5 useful articles with prospects you haven’t spoken to in 3 months. (1 point) 10. Take a 10-minute tech-free walk. Notice what you see, hear, and feel. (1 point) Scoring: 8+ points in a day? You won the day. 40+ points in a week? You won the week. 160+ points in a month? You won the month. If you fall short, it’s okay—simply begin again. This isn’t a competition. It’s a practice. Success is built by showing up consistently. What’s your system? What’s your score today?

Our SDRs/AEs have averaged 105% against pipeline goals for 10 consecutive weeks. It’s not a fluke—it’s a hard-fought operating rhythm. Here’s how we built it 👇 Metrics: - Every team responsible for pipegen (SDRs, AEs, marketing) has specific input metrics (inputs are *not* the same as outputs, but that’s a different post). - For SDRs and AEs, it’s prospects sequenced and dials made. - For marketing, it’s inbound sign-ups and hand-raisers (we use Common Room to track dark-funnel intent). Accountability: - Our “Pipe Council” (execs and leaders from sales development, sales, marketing, Ops,) meets early in the week to review pipeline metrics and make necessary course corrections. - Leadership reviews input metrics with managers twice a week. - Sales/SDR managers review input metrics daily and meet with direct reports twice a week to discuss. Enablement: - We hold weekly enablement meetings across all of go-to-market where we cover upcoming product launches, positioning, pricing updates, recent wins, and proven plays. - Sales and sales development hold weekly enablement meetings tailored to their teams where they run outbound power hours. - AEs and SDRs meet weekly to coordinate on pipegen activities. AEs play quarterback, working hand in hand with SDRs (we map 2 AEs to 1 SDR)  to establish above-the-line and below-the-line approaches to accounts. —— It’s not a magic formula. Consistent pipegen requires consistent execution. The goal of all of the above ⬆️ is simple: - Every team member knows exactly what they should be doing - Every team member knows exactly how they’re measuring up - Every team member gets the support they need to perform Again and again and again. Week in and week out. I talk to fellow founders who tell me pipe is feast or famine. They crush it one week and scramble the next. My takeaway? Systems beat talent when talent lacks systems. Consistency is hard. Getting there takes time. Every org is different and strategies constantly shift to meet the demands of the market. You may need to play around with different frameworks to find what works. But consistency in planning, measurement, and readiness are always key.

SDRs, silver bullets don't exist! 🔫 There is not one singular thing that will get you to book 10x more meetings. Success is found when using multiple tactics and strategies together. But.... 🏋♂️ If you're looking for one thing that you can start doing today that will put you on this path, it's going to be consistency. Being a successful SDR takes a combination of skills that develop over a period of time. These could be anything from asking good questions to writing personalized emails to objection handling, the list goes on and on. But if there is one thing that will set you on the path to acquiring these skills. It is being CONSISTENT. 📝 The way I think of it - Consistency is a prerequisite to developing tangible skills. Being consistent is the bare minimum of what you have to do to set yourself apart. This means holding yourself accountable to daily/weekly KPIs. 📞 Back when I was an SDR the intention was not to book a meeting every day, it was to be consistent because I knew that as long as I was doing enough meaningful activity I would eventually get better and the rest would fall in place. The daily KPIs I held myself to were the following: - 5 meaningful conversations 📲 - 120 dials minimum ☎ - 15 personalized emails to my top prospects 📧 - 25 LinkedIn connection requests 🔗 🗓 Having consistent activity will look different for everyone. I chose these KPIs for myself because I knew it was the sweet spot between realism and challenge. 🏆 Some days I would book 1-3 meetings and some days I would book none. It didn't matter. I knew if I stayed consistent I would keep learning every day and eventually the meetings would follow. Curious to all SDRs and SDR alum out there, what metrics/KPIs do you hold yourself to?

Consistency Creates Opportunity! I've seen it time and time again: success in sales isn't about those occasional big wins. It's about showing up every day, putting in the work, and staying committed, even when it feels like you’re not making progress. This graphic reminded me of the importance of daily effort. When you show up once in a while, you only scratch the surface of what’s possible. But when you commit to showing up every day, that's when the magic happens. More opportunities, more closed deals, and a more fulfilling career await those who stay consistent. Here's a quick story: When I first started NetCom Learning over 25 years ago, wearing the sales hat along with many others, I had a mentor from IBM who told me, "Russell, it's not the number of hours you put in, but the consistency with which you put them in." I took that advice to heart and made sure to make at least one meaningful customer interaction every day in my early entrepreneurship journey. Over time, those daily efforts compounded, leading to some of my biggest successes. Call to Action: 1. Commit to Daily Efforts: Make it a habit to reach out to at least three prospects or follow up on leads every single day. 2. Reflect and Adjust: At the end of each day, take a moment to reflect on what worked and what didn’t. Use these insights to refine your approach. 3. Share Your Wins: Share your wins and stories with your colleagues to learn from each other and celebrate the journey together. Let’s keep pushing forward, one day at a time, and watch the opportunities unfold! Graphic by @melodie_tld #SalesSuccess #Consistency #Opportunity #DailyEffort #GrowthMindset #NetComLearning