I have been at Vorsight for a little more than one month now, and already, my start class is no longer the newest addition to the team. When I started, I knew this was a sales position (had no idea what inside sales or B2B meant), and I knew it involved making calls to C-level executives. What I didn’t know, and what I’m seeing now in the newest wave of Vorsighters, is exactly what all of that entails.
Given how varied the skills employed on a day-to-day basis are, and how hard it is to describe what a Business Development Associate does in a sentence, I’ve decided to catalogue my day. I want others to see what an average workday for a BDA looks like.
8:30 am (Start of Day)
Most people arrive either five minutes before or after this start time, but a few dedicated folk (including myself) aim to be here as early as necessary; we want to be dialing by 8:30 am.
8:30 am – 9:00 am (Dials)
This is a great dial window for execs in the Eastern time-zone. Most BDA’s spend this window making calls to their respective prospects and hope to convert those conversations into meetings for our clients.
9:00 am – 9:15 am (Pull-Up)
On Mondays we have our first of two company ‘pull-ups’. The entire team congregates in the team room where we share our weekly goals, the theme for the week, or any competitions and incentives being introduced. We are encouraged to set SMART weekly goals...Specific, Measurable, Attainable, Realistic and Time-constrained.
In other words, this is when we self-determine our top-line metrics. My goal for this week was to achieve eight meetings, for example.
9:15 am – 10:30 am (Dials, continued…)
Mornings in general constitute some of our better dial windows. This is especially true for many higher-level execs that are just getting into the office, regardless of time zone. I take this time to continue calling my prospects. One of the great things I enjoy about the BDA role at Vorsight is that I have a lot of autonomy in structuring my day and how I spend my time. Given that we self-assign weekly goals, we can determine the way we want to get there. Some BDAs use this window of time to dial, some use it to prospect, and some use it to write emails.
One day a week during this time, I step out of the office with my quad captain and the rest of my quadmates. We usually grab some coffee (despite the office having a fantastic coffee machine) and chat about our coming week. Venti cold-brews are my usual go-to.
10:30 am – 12:00 pm (Prospecting, Emailing, etc…)
As I mentioned before, everyone holds themselves to their own budgeted time standards. For me, this time is all about prospecting, or strategizing with peers/managers, or sending emails. Others may choose to continue dialing or spend their time doing something else. Whatever helps you better reach your meetings goal.
12:00 pm – 1:00 pm (Lunch?)
The question mark after lunch is literally how I have it on my calendar. The reason for this is that I don’t know exactly when I will take lunch. The noon – 1:00 timeframe is a great dial window, especially for Eastern and Pacific time zones. Some days, I take my lunch hour earlier than noon or later than 1:00 (with my manager’s permission of course). This makes more sense in the context of our core "Change It Up" philosophy. Since it is also important to unwind and enjoy the workplace, I often try to squeeze in a game of ping-pong or watch a communal episode of Jeopardy (where everyone shouts out what they think is the right answer). We’ve only recently tried to implement a lunch-time chess club, so we’ll see where that goes…
1:00 pm – 2:00 pm (Strategy Sessions)
It’s not every day that I have a strategy session with my manager, a call with the Client Success team, or a chat with a client rep. The 1-2 pm window is good time for these types of strategy/check-in meetings.
I find it extremely helpful to re-strategize with my manager. It allows me to evaluate my metrics and determine the areas where I ought to hone my focus. Also, I cannot stress how important and beneficial it is to maintain a good relationship with your client rep.
2:00 pm – 3:00 pm (You guessed it, dials)
This is a great dial window for Mountain and Pacific time. I take advantage of this time to try and reach some of my prospective executives either right before or after they have lunch. Given how busy these people usually are, it is vital that I try and anticipate when they will have more availability to have a phone conversation. In this and a few other regards, speaking to an admin can be very fruitful. They will have insight into when their boss is available, what’s going on in their current work environment, and other useful bits of information that help me secure a meeting in the future.
3:00 pm – 5:15 pm (Wait for it… dials)
If I have not impressed this enough, allow me to be more explicit. I spend most of my actual day on the phone. That means everything ranging from reaching my prospects directly to schedule a meeting, talking to their admins to learn useful information, or even engaging with the main company operators/switchboard.
From my personal experience, 3 – 5 pm is also a great dial window when it comes to Eastern and Central timezones. Since I’m coming up to the end of the day, I will settle whatever I have left and prep some notes or reminders for the following day.
In total, I make between 160- 200 dials a day and typically can convert that to ten conversations a day. This will hopefully get me three meetings. #letsjustbeveryclear
5:15 pm – 5:30 pm (Pull-Up)
On Fridays we have the second of our company ‘pull-ups’. We finish the week out by talking about how we faired against our weekly goals, what we did well, and or what we can improve on. For example, I would share that I actually scheduled ten meetings this week against my goal of eight!
We also shout out those that have exemplified our core values throughout the week. This is usually the last thing we do before the end of the day Friday. On a regular business day – unless we are having a late night pizza and beer dial session, most people start heading out after the 5:30 pm mark.
5:30 pm + (Miscellaneous)
I live far and DC traffic is infamous at this time. Given these factors, I usually stay late and take some time to do additional prospecting, listen to calls on ExecVision (successful or not), and better prepare myself for the following work day. I like to think that this is the kind of work ethic that allowed me to exceed my goal for the week.
Alternatively, on days where I just want to relax or if my weekly metrics are on-point, I will head down to the Continental Pool Lounge – affectionately nicknamed Conti. There I work hard to sip shock tops and improve my pool game. Results are pending.
I love how I am given all of the tools that I need for success – such that our training program is highly revered – and that at any time, I can reach out for help. The work load is commensurate and proportional to how much you want to succeed, and given the uncapped commission structure, there is a direct incentive to do so.
Although no day is the same, and every conversation is unique, the process is consistent. This is an example of a typical week at Vorsight in my first month here, but your mileage may vary. I hope that for anyone joining us soon or interested in learning more about Vorsight, this has been a useful resource
For any questions or further elaboration, feel free to reach out to me directly at firstname.lastname@example.org.