As you walk across a sales floor, you’re bound to notice people walking around on the phone, gesturing, or generally being engaging with their prospect. It’s sometimes easy to spot the rockstars who separate themselves from the pack, and in previous posts, we’ve even outlined some of the traits it takes to be one.

One thing we haven’t touched on is how we get our BDRs to that point. I’ve found through my experience training entry level sales reps, as long as a rep is coachable they are more than capable of being a rockstar.

Don’t fret, the wait is finally over! Here are a few traits that we look for on our floor when it comes to turning your coachable rep into a rockstar:


This one goes without saying, but overall drive and effort as a BDR can make or break a sales career. I won’t sugarcoat it – being a BDR and handling rejection all day is a tough job that takes a lot of effort and dedication. The ability to handle this rejection day in and day out- sustainably at least- is something we help coach all of our BDRs through.

Their ability to not only take constructive feedback and then apply it, but also continue to ask questions on how they can get better is exactly what we look for. “Being a sponge”, as we like to call it, is this ability personified; soaking up all of the feedback you get from prospects, your team, and information about your product or service.

Applying what was learned in future calls is important in assessing whether your BDR is making constant strides to improve. If a BDR shows this drive, you have a good one on your hands.


Team Engagement/Team player

Working as a team in a BDR role is a critical part to being successful. A couple attributes we look for in regard to team engagement is working as a team– meaning, if one person is struggling everyone pitches in to help. This includes, but is not limited to, asking for help on a particular objection they come across on the phone, asking for feedback from teammates, and offering encouragement to each other.

If your BDRs work collaboratively as a team, chances are their coachability is right where it needs to be.



Attitude is everything when it comes to cold calling, so naturally positivity plays a huge role in how coachable a BDR can be. Keep an eye out for reps who, no matter what kind of day, week, or month they have been having, can still maintain a positive attitude throughout. This kind of attitude leads to reps taking constructive feedback better and allows them to be more coachable in the long run.

Another thing to look out for is a proactive vs. reactive attitude. If they are struggling, the BDR having a proactive attitude (i.e. seeking feedback, asking for help, or actively trying to improve) can be a great indication that they want to get better and are looking for coaching. A reactive attitude (i.e. taking feedback personally or getting defensive) can be a sign of someone who isn’t as open to coaching, which could lead to issues down the road.


Everyone wants a rockstar BDR, and it’s sometimes tough to find them – especially since most don’t start out as one. When assessing your sales floor, identifying coachable BDRs (a.k.a. future rockstars), is a great first step to improving your team’s productivity and success.