Class 5: Fundamentals for Running a Modern Outbound Org
SDR Leader Classroom: Fundamentals for Running a Modern Outbound Org
The SDR leader role has changed more in the last two years than the previous ten.
AI is handling more of the execution. Reps have more tools and less clarity on what to actually focus on. And the traditional playbooks for coaching, KPIs, and team management weren’t built for any of this.
This class is a practical guide for SDR leaders navigating that shift.
We’ll cover:
• Where your reps should actually be spending their time now - and what to stop asking them to do
• How to get reps to genuinely work with AI, not around it
• Where you as a leader should be focusing your energy
• What coaching and KPIs should look like todayWays to incentivize your team in a way that actually drives the right behavior
AI is handling more of the execution. Reps have more tools and less clarity on what to actually focus on. And the traditional playbooks for coaching, KPIs, and team management weren’t built for any of this.
This class is a practical guide for SDR leaders navigating that shift.
We’ll cover:
• Where your reps should actually be spending their time now - and what to stop asking them to do
• How to get reps to genuinely work with AI, not around it
• Where you as a leader should be focusing your energy
• What coaching and KPIs should look like todayWays to incentivize your team in a way that actually drives the right behavior
Instructor:
Sara Angell is the Director of Account Development at UserGems, where she built and now leads the outbound development program.
At UserGems, she emphasizes the human side of sales—ensuring automation amplifies, rather than replaces, meaningful human interaction and relationship building.
At UserGems, she emphasizes the human side of sales—ensuring automation amplifies, rather than replaces, meaningful human interaction and relationship building.