How would you coach a new SDR whose calls sound too scripted?

Question

Accepted Answer

I would first listen to a few calls and identify where the script helps and where it hurts. Then I would coach them to keep the structure but personalize the language, ask one relevant business question, and respond to what the prospect says. I would role-play the opener and two common objections. The goal is not to remove structure, but to make the SDR sound present and consultative.