Dawn Hale-Carrillo

• Managed and motivated employees to be productive and engaged in work.
• Accomplished multiple tasks within established timeframes.
• Maximized performance by monitoring daily activities and mentoring team members.
• Enhanced customer satisfaction by resolving disputes promptly, maintaining open lines of communication, and ensuring high-quality service delivery.

• Coaching and Development: Regularly train SDRs on sales techniques, Cyberbit’s product knowledge, and industry trends. Foster skill development by role-playing calls, providing feedback, and tracking individual performance metrics.
• Data-Driven Decision Making: Use CRM and analytics tools to track performance metrics, optimize SDR workflows, and set measurable goals. Analyze data on lead response times, conversion rates, and pipeline velocity to improve processes continuously.
• Alignment with Sales and Marketing: Collaborate closely with sales and marketing teams to ensure that SDRs are equipped with the latest product information, campaign materials, and ideal customer profiles. Foster a seamless handoff process between SDRs and Account Executives for qualified leads.
• Motivating and Retaining Talent: Build a positive and energetic team culture that recognizes high performance and provides incentives aligned with company goals. Foster open communication and career growth opportunities to keep SDRs motivated and committed.
• Work Closely with Sales and Marketing: Collaborate with sales and marketing teams to ensure alignment on messaging, lead handoff, and feedback. Act as a bridge between departments, ensuring SDRs receive the right support and feedback for a streamlined sales funnel.

Increased lead-to-opportunity conversion rate by 55% by optimizing outreach strategies and coaching SDR team on qualification techniques.

Achieved a consistent 135-145% quota attainment across the SDR team by implementing performance management and training programs.

• Build and Implement Effective Training Programs: Develop comprehensive onboarding and continuous training programs to ensure SDRs have a strong grasp of Gigamon’s offerings, value proposition, and target personas. Tailor these programs to address skills like cold calling, email outreach, and objection handling.
• Set Clear Goals and Metrics: Establish specific, measurable goals that align with company objectives, such as setting benchmarks for leads generated, calls made, and opportunities created. Use performance metrics to motivate SDRs and provide regular feedback based on key performance indicators (KPIs).
• Foster a Positive Team Culture: Create an environment that values teamwork, resilience, and continuous improvement. Recognize achievements and encourage collaboration to ensure a motivated and cohesive team culture that strives to meet and exceed targets.
• Leverage Data and Tools for Optimization: Use CRM and sales enablement tools to analyze SDR performance and pipeline data. Regularly assess outreach strategies to identify areas of improvement, adjust techniques, and refine processes for greater efficiency.
• Work Closely with Sales and Marketing: Collaborate with sales and marketing teams to ensure alignment on messaging, lead handoff, and feedback. Act as a bridge between departments, ensuring SDRs receive the right support and feedback for a streamlined sales funnel.

Reduced average ramp time for new SDR hires by 40%, accelerating time-to-productivity through improved onboarding and mentorship programs.

Increased SDR email response rate by 28% by refining messaging, implementing A/B testing, and leveraging personalized outreach techniques.

• Managed and motivated employees to be productive and engaged in work.
• Accomplished multiple tasks within established timeframes.
• Maximized performance by monitoring daily activities and mentoring team members.
• Enhanced customer satisfaction by resolving disputes promptly, maintaining open lines of communication, and ensuring high-quality service delivery.

• Optimize Lead Generation Strategies: Continuously refine and enhance lead generation strategies to ensure the SDR team is reaching the most qualified prospects. Track lead sources and conversion rates, using insights to improve targeting and messaging.
• Data-Driven Decision Making: Use CRM and other analytics tools to monitor performance metrics like call volume, conversion rates, and pipeline contribution. Leverage data to make informed adjustments to processes and tactics, and share insights with senior leadership.
• Mentor and Develop Team: Provide consistent coaching and training to SDRs, focusing on refining their outreach techniques, product knowledge, and communication skills. Celebrate successes and address areas for improvement through constructive feedback.
• Align with Sales and Marketing: Collaborate closely with the sales and marketing teams to ensure alignment on target accounts, messaging, and the lead handoff process. Keep lines of communication open to quickly adapt to shifting goals and market conditions.
• Create an Empowering Culture: Foster a team environment that encourages resilience, ownership, and growth. Promote a positive, energetic atmosphere where SDRs feel empowered to innovate and improve their approach to achieve personal and team goals.

Achieved 40% of total pipeline contribution from SDR-generated opportunities.

Improved lead-to-meeting conversion rate by 30% within the first quarter. Achieved 120% quota attainment consistently across quarters.