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Customer Post: How I Built an SDR Assembly Line with Outreach and Doubled my Team’s Output

Outreach

Enter: Project Assembly Line. The purpose of the assembly line was to limit non-selling tasks for SDRs — outsourcing them to faster and less costly teams — and scaling up their selling activities with Outreach. Building your own assembly line and supercharging your SDR program requires three main steps.

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“We Are Human Beings First, ….

Partners in Excellence

We think of customers as faceless objects we move through our sales assembly lines. We view our people as replaceable workers on that assembly line. We target customers as personas. We focus on what we need to achieve, losing sight of what it means to them.

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Do You Trust Your People To Solve Problems?

Partners in Excellence

Continuing my series on applying lean/agile manufacturing principles to selling, I was reminded by Charles Green and Dave Jackson about an important aspect of these principles that is never mentioned by those promoting lean/agile in our sales assembly lines. It’s called Jidoka or Autonomation.

Trust 139
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A SaaS Fairy Tale….

Partners in Excellence

And assembly line process started to emerge. Each worker on the assembly line had did their job, then passed the customer to the next workstation on the assembly line, until a PO was spit out at the end of the process. The jobs for each person on the assembly line were well segmented and well defined.

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Do You Genuinely Care About….”

Partners in Excellence

We stop thinking of our customers as human beings, instead treating them as widgets we move along the sales assembly line. Those assembly lines are failing! Sadly, we have adopted a mechanistic view of business–particularly in selling and management.

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Predictable Revenue

Partners in Excellence

The underlying principles of all of these is an assembly line mentality in workflow design. The greater the variation, the more likely the assembly line would fail to meet it’s objectives. And that’s the problem with applying the same principles in the selling assembly line.

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Continuous Improvement, How Do We Get Better?

Partners in Excellence

” A mindset instilled in each worker in the assembly line was, “how do you improve the part of the process you are responsible for?” ” “Can we improve processes upstream, by helping our suppliers improve what they are doing with us?” ” “Can we the downstream experience of our customers?”