Been in my first Tech Sales role for about 1 year as a full cycle AE. I'm struggling with pipeline generation, should I take an SDR role to focus on building the lead gen skills?
It's an interesting question... but it would be a big move to take a step back if you're already in the AE role. Unless you're on a PIP or think you're about to be, I'd suggest just doubling down on learning on the job if you can. Talk to the AEs (or SDRs) who are at the top of the leaderboard and ask what they do. Prospecting is really mostly about putting in the time, consistently. Block off times everyday and just put in the work. Don't rely on email too much - pick up the phone. The other key thing is to personalize your outreach... but not to fall into the trap of spending *too* much time personalizing... at some point it becomes procrastinating because you don't want to make the call.
My feedback is that if you're already in a full cycle role, unless it's a massive step up from a brand perspective (like going to a top 10 public software company) you should not take a step back from a role perspective. And even if it is a massive brand improvement, it's debatable. Instead focus on what specific challenges you have regarding pipeline generation. Is it amount of activity, is it reply rates, is it connect rates, or lead to opportunity conversion rate, etc. Break down the metrics. Second, you should look carefully across the team to understand the others in your same role - are other also struggling with pipeline generation, and if so have a dialog there. Look to the metrics, strategies and tactics of the peers who are not having the same issue. Break down why. Is it a you problem or an 'org' problem. An org problem could be a problem with your territory or book of accounts. The organization / leadership should also work very closely with you on this problem to provide guidance, training and a plan to improve. Hope this is at least a little bit helpful to you. Good luck! ✌️