Resource

Hiring, Training, and Managing Business Development Representatives: A Data-Driven Approach

January 16, 2019
Category: Trend Reports

Recently BAO and The Predictive Index  (PI) teamed up to analyze the world of business development - from hiring to training and everything that goes into the day-to-day management of a business development team.  

The combination of PI’s expertise in hiring best practices, through their behavioral and cognitive employee assessments, and BAO’s appointment setting leadership provides a unique point of view on the topic. It’s that point of view and a data-driven approach that allowed us to uncover insights and trends about the world of business development.  Among the findings in the report:

  • The personality factors that correlate with high quota attainment and thus to seek out when hiring business development reps (BDRs)
  • The behavioral patterns most commonly associated with successful salespeople
  • Details about how companies train, onboard and compensate their BDRs
  • Benchmark metrics for managing BDRs, with insights into common responsibilities and the average number of calls made per day as well as a look at the number of calls actually required to secure an appointment (broken down by industry, state and line of business)

Hiring, Training, and Managing Business Development Representatives: A Data-Driven Approach