Your top-of-funnel problem? You’re using junior people for senior work.
The Pattern I’ve Seen for 35 Years
Most tech companies staff SDR roles with entry-level people. Here’s what happens:
- They finally get good at conversations → you promote them to AE
- Now you’re back to square one with someone fresh out of school
- That person has minimal training and nothing compelling to say on calls
- Your sales team ends up finding their own leads anyway
The irony: Taking a stranger from “this is annoying” to “tell me more” is one of the hardest skills in sales. Why give it to the least experienced people?
What I Hear from Founders
“If I could just get in front of customers, I’d close them. But I can’t get enough meetings.”
You’re not alone. Top-of-funnel is the #1 complaint I hear.
Two Solutions That Actually Work
- Make SDR a career destination, not a stepping stone
- Pay top SDRs the same as top AEs
- Finding opportunities is harder than closing them right now
- Keep your best prospectors prospecting
- Hire experienced part-timers – There’s a pool of 50-60+ year old sales talent you’re ignoring:
- Decades of cold calling experience
- Can mentor your team while filling pipeline
- Want part-time work (not full retirement)
- Face ageism barriers in traditional hiring
- Will work remotely for fair compensation
Real talk: I retired, got bored, jumped back in. I know dozens of experienced sellers who’d love a part-time challenge. They have the skills you need but can’t afford full-time.
The Win-Win
You get senior talent at fractional cost. They get back in the game with flexibility.
Result: Your top-of-funnel problem actually gets solved.
Thoughts? Let’s discuss: [your contact/comments]