How to Build an SDR Team from Scratch


It’s months of effort, dozens of interviews, playbooks to build, tech to configure, admin to wrangle, and after all that, if you get even one part wrong – the whole thing can fall flat.  
 
This session is designed to help you avoid that.  
 
Whether you’re launching your first outbound function or fixing one that’s stalling, join us for a practical look at what it really takes to get SDR right from people who’ve built, rebuilt, scaled and optimised sales development teams across Europe and North America. 
 
Real-world experience from people who’ve done it.  
 
durhamlane and Salesloft and SDR Leaders of EMEA come together for a tactical, honest and practical conversation about what it really takes to build sales development that drives consistent, meaningful pipeline. 
 

  • What level of rep you can get (and afford)
  • What to look for in interviews and red flags to avoid  
  • How to spot top performers early
  • What new SDRs need in their first 30-90 days
  • Early signs you’ve made the right (or wrong) hire
  • What to prepare before day one
  • What’s essential (and what’s a distraction) in your first 6 months  
  • How much to invest in tech, data and training  
  • Why overbuilding too early can slow you down  
  • When to add management, and what that role really requires  
  • The unseen costs of running a team  
  • The numbers that actually matter in the early months 

Business Development Manager

Sam has years of experience working with financial service providers looking to fuel their growth and expand their market presence.