Why Your Best SDRs Burn Out by Month Four — And How to Stop It

In this episode of the Sales Gravy Podcast, Jeb Blount Jr. interviews Tim Hester, who leads sales, development, and marketing for Alliance HCM. Tim shares lessons from his early career as an SDR and how those experiences influence his approach to designing frameworks and processes for sales teams today. The conversation covers strategies for testing and validating messaging, the importance of data-driven decision-making, and methods for training SDRs, focusing on mechanics, knowledge, and the "art" of sales. Tim also discusses how to address burnout and motivate SDRs through clear career progression and incentives, and he shares key lessons he has learned about consistency and maximizing impact in a sales leadership role.