How often should I run multichannel coaching sessions with each SDR?

Run a weekly 30 to 45 minute coaching session per rep that spans all four channels, plus a biweekly LinkedIn voice clinic and a weekly phone block with live whisper coaching. Anything less frequent and the feedback loop is too long; anything more and the manager has no time to actually inspect signal across the team.

What is the right KPI to replace dial count when coaching phone?

Replace raw dial count with conversation rate (meaningful conversations per hour of dialing) and talk-to-listen ratio (target 40 to 50 percent rep talk time). These two signals tell you whether the rep is having real conversations and whether they are letting prospects talk. Dial count optimizes for activity; these two optimize for skill.

How do I coach LinkedIn voice notes if my reps refuse to record them?

Start with the manager recording one voice note per week as a template, then ask each rep to record one per week for review. Keep the structure tight: hook in the first 5 seconds, context in the next 20, ask in the final 15. Most refusal is voice anxiety, which softens once reps see the template and the first attempts get specific feedback rather than judgment.

Should I keep using the LinkedIn Social Selling Index as a coaching metric?

Use SSI as a directional input, not a coaching target. LinkedIn itself has shifted emphasis toward AI-assisted relevance scores and engagement quality. Coach on connection acceptance rate, voice note reply rate, and DM to meeting rate instead, since those move with actual rep behavior.

How to Coach SDRs on Multichannel (Beyond Just Email)

Multichannel SDR coaching is a structured weekly practice where managers review email, LinkedIn, phone, and short voice or video assets as one connected motion and prescribe drills tied to the weakest channel. This guide covers why email only coaching now misses most of the rep's craft, the four part loop that replaces it, and the anti patterns that quietly drain a coaching program.

Why email only coaching breaks in 2026

Inbox volume, AI generated outbound, and tighter deliverability have compressed email's leverage, and benchmarks show mixed channel motions hitting 14 to 24 percent reply versus 8 to 15 percent for email only.

The four part multichannel coaching loop

Weekly multichannel call review, biweekly LinkedIn voice clinic, weekly live phone block with whisper coaching, and written feedback inside 24 hours.

Channel by channel coaching priorities

Opener relevance and proof placement on email, hook context ask voice notes on LinkedIn, opening 15 seconds and talk to listen ratio on phone, and length plus named hook on voice and video notes.