Sales Development Representative SDR: What is Their Role?

Posted by on October 27, 2021 in Blog

B2B prospecting is all about identifying potential customers that match your ICP. To push the right prospects further down the sales process, it’s important that SDRs and BDRs fully understand their ideal customer profile (ICP). It takes grit, empathy, and a lot of creativity to help businesses achieve a digital transformation. That’s why our sales team reimagines what selling looks like. Today, we’re trusted advisors to the world’s most admired companies — helping them connect to their customers, partners, and employees in a whole new way. With this information, an SDR can build a better picture of what the prospect is looking for and how your product or service can help them overcome their pain points.

Sales Development Representatives aren’t just important to the business — they’re essential. The next stage in your sales journey will be as a business development representative (BDR). As a BDR you will conduct cold outreach (calling, emailing, etc.) and conduct discovery meetings with prospective customers identified by the BDAs. The goal is to find and qualify opportunities for the account executive.

Explore an SDR career with Coursera

The sales cadence helps, but the best SDRs create a system that they can repeat for every lead. SDRs have a lot of leads to get through, and a lot of details to keep straight. Successful SDRs never stop learning about their product or service. This doesn’t happen overnight, and the learning process doesn’t end. If a prospect’s information matches up with the profile of a good customer, then the prospect moves forward.

  • We are looking for someone who has excellent communication skills, a strong work ethic, and a proven track record of success in sales.
  • If you find common ground during your research, you can easily break the ice with casual conversation about your shared interests.
  • Sales development representatives work in inside sales, reaching out to prospects and qualifying leads for sales teams to follow up on.
  • Explore the tech stack that streamlines your SDR workflow in Boosting Productivity through the Tech Stack, part 4 of the Salesforce Sales Development Representative professional certificate.
  • This could even be in a B2C environment, where most people first get introduced to sales.

SDRs should know the products and services they sell inside and out while clearly understanding their buyer personas and the common challenges prospects face. To become a successful SDR, there are a few essential skills that will help you succeed. If you’re a manager, you’ll want to share this list with your team in your next sales meeting.

What does a sales development representative do? Is being an SDR hard?

If you can’t fit it all in, iterate your processes as needed. Get 14 days of the best marketing automation platform – totally free (no credit card, no obligation. Instant set-up). If they fall in the sweet spot, then the prospect is qualified and is ready to move ahead. It decides the number after the $ in their monthly commission check. This content has been made available for informational purposes only. Learners are advised to conduct additional research to ensure that courses and other credentials pursued meet their personal, professional, and financial goals.

sales development representative

Expect to discuss classwork and previous job/internship experiences during this interview stage. When hiring an SDR for your sales team, remember that they don’t need to have existing sales experience. Since you’re filling an entry-level position, you should be more interested in seeing candidates with the right skills. Simply put, SDRs do the initial work so other salespeople can approach qualified leads. The role is usually an entry-level position that doesn’t require years of experience, making it a good way to start in sales. Consistent practice of these skills will help you master them in no time.

Companies Hiring Sales Development Representatives

For example, you could host a test call to see how they engage with people. Once a lead is qualified, the SDR moves them through the sales pipeline and passes them to the account executive. The executive then continues nurturing the lead through to closing the deal. SDRs are knowledgeable about your industry, your sales process and your product or service. To be a successful relationship-builder, you must be able to communicate with a wide variety of people across multiple channels.

sales development representative

When you know what you’re amazing at and where you can grow, you can create strategies for dealing with a bad call or rejection. When you’re an active listener, you’ll be engaged with the prospect/lead and get the pivotal pieces of information you need before you send them further down the sales pipeline. In this post, we’ll define SDR sales, then dive into the skills every sales development rep needs to master. The most important aspect of SDR organization is the repeatable process.

What is a sales development representative (SDR)?

When you’re reaching out to hundreds of leads, trying to record everything on paper or remember key details in your head is hard. Sources like Statista that host a variety of marketing and consumer statistics can also provide an SDR with a deeper insight into the world of their prospects. To effectively conduct their research (and provide high-performance outreach), SDRs need a database of research and data.

Say the wrong things and the prospect wants to talk to your manager. Here’s an example of an ActiveCampaign SDR sales cadence in the Deals CRM. Each deal stage is an activity for the SDR to complete in outreach to a prospect. Social media sites like LinkedIn make it easy to do research.

See below for detailed information on the average sales development representative salary. Build job-ready skills for an in-demand career as an entry-level Sales Development Representative (SDR). Sales reps need to qualify leads and get certain questions answered.

sales development representative

Traditional sales skills apply, but a few hard and soft skills for an SDR role will help inside sales teams bring even more success. Long pauses can feel like an awkward silence to the sales rep, but the prospect feels like the SDR cares about their answer and about their business. They have time to say what they’re really thinking and feel like those thoughts are heard.