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11 Skills Every Sales Development Rep Needs to Master in 2023

Being an SDR is hard work, and if they’re not prepared for that then they won’t last long. Explain the ins and outs of the position, giving them a clear picture of what the day-to-day job looks like. Because this is the main objective for an SDR, most sales organizations use “leads assigned to sales reps” as a measure of success.

what does a sales development representative do

Occasionally, SDRs also deal with inbound prospects (also known as marketing qualified leads or MQLs) who’ve already shown interest in the business. It’s no secret that being a sales development representative is both a demanding and rewarding job. It’s demanding because you are constantly on the move, keeping your finger on the pulse of potential leads, and staying in regular contact as you move them down the pipeline. Not all CRMs offer the same tools, which is why OnCourse is a great choice for a sales development platform. With automated lead scoring, a built-in sales dialer, and a range of tracking and reporting tools, it’s an all-in-once CRM designed for sales teams.

Identify quality leads

SDRs can be found on either inside or outside sales teams, although sometimes they’re referred to as Business Development Representatives (BDR) for outbound sales. Either way, SDRs are likely the first point of contact that a lead has with your company, so it’s important that they make a good impression. As a Clutch recognized top sales outsourcing provider, can provide you with affordable, highly-trained SDRs ready to give your sales their full attention. Our agents will expertly reach, engage, and convert more qualified leads so you can see a higher ROI from your sales efforts. Plus, we can help you create a solid strategy that makes it easy for us to manage it all.

what does a sales development representative do

In general, marketing/sales representatives earn the most working in the finance industry, with an average salary of $83,700. The highest-paying industry for a sales development representative is the start-up industry. If you’re in a start-up or scaling the company, hiring sales development representatives should be your priority. You need a good communicator with good admin, and time management skills. If your core business goal is to maximize sales opportunities, you need to pay close attention to the role of SDRs within your company.

Try OnCourse to bolster your sales development.

Consider taking courses in sales to learn new technologies, concepts, and lead generation techniques. Outreach software is a tool for sales teams to track and manage all their outreach efforts in one location. It tracks prospects and leads and provides detailed analytics about your outreach efforts in real time. It also allows SDRs to automate their outreach and streamline the entire outreach process.

what does a sales development representative do

A sales rep interacts directly with customers throughout all phases of the sales process. They’re responsible for identifying a customer’s needs, pitching relevant products or services, and ensuring they have a positive experience from start to finish. In some cases, a sales agent will cold call prospects they find through business directories or client referrals. Other times, “warm” leads that have already expressed interest will be sent to them by their company’s marketing team.

– You will learn how companies work

Sales development representatives must search and find new clients, connect with those clients, qualify the leads, and send them to the closers of the sales team. The fact that many sales development representatives are fresh into the job market works well for companies. It’s great if you’re looking to mold sales staff into your processes and procedures. The focus on interpersonal skills and organizational skills makes an SDR role stand out from other positions on the sales team. SDRs focus on attracting and narrowing down a large pool of prospects so that the rest of the sales pipeline is more streamlined.

  • Personalization is key, resulting in 6 times the revenue compared to non-personalized messages.
  • In addition, qualified leads could potentially be missed and go to a competitor.
  • Companies needed to find a way to generate leads more efficiently, so they created the role of the sales development representative to do it.
  • SDRs spend a lot of time trying to get under the skin of prospective clients, asking them what their business needs are and what is causing them difficulty right now.
  • Developing this ability now will also be invaluable down the road when you have to recover from losing a big deal without skipping a beat.

Without the SDR’s qualification process, the sales cycle takes much longer (because people focused on closing deals are talking to leads who aren’t looking to buy). Given the importance of sales development representatives, you will need a strong set of technical and workplace skills to succeed in this role, as explored below. An important part of an SDR’s role is determining which prospects will not be a good fit for moving forward in the sales process. That way, the sales team can focus entirely on nurturing qualified prospects and closing sales.

Helping you build more meaningful connections

Like all other functional parts of sales operations, an SDR should be incorporated into your team early in the purchasing process. A company with marketing and sales executives should have an SDR team to simplify marketing, qualifying, and selling rotation. The best way to find a reliable sales development representative team is to consider their track record and proof of impact on growing businesses like yours. If a company has testimonials and case studies to showcase how they’ve helped businesses in similar scenarios, they’re likely to help your company in a similar way. Since an SDR is the first point of contact between your company and a potential buyer, they must make a good first impression. An SDR should represent your company professionally and positively by asking open-ended questions about the prospect’s current product or service provider and what they could be doing better.

Your job post should get to the point quickly and briefly while also sharing details about the company culture and requirements for the SDR role. Carefully compose the lists of objectives, responsibilities, and qualifications using no more than six bullet points per section for easy readability. Candidates should gain a clear understanding of what to expect if hired and how their work will impact the business. A sales development representative (SDR) is an inside sales representative that focuses on outreach, prospecting, and lead qualification. SDRs don’t focus on closing business, but on connecting with as many leads as possible and determining if they’re good customer fits.

They promote human relationships through marketing collateral distribution and communication. Other responsibilities include planning and implementing marketing campaigns, maintaining good relationships with vendors and venues, and promoting business expansion opportunities. This role requires a bachelor’s degree in business administration, communications and marketing experience, excellent communication skills, and time management skills. Even though sales development representatives and telemarketing sales representatives are distinct careers, a few of the skills required for both jobs are similar. For example, both careers require customer service, cold calls, and outbound sales in the day-to-day roles and responsibilities.

what does a sales development representative do

You will work closely with the sales team to ensure that our company’s sales goals are met. SDRs can go on to fill such roles as senior sales development representatives, account managers, sales representatives, and sales managers. A sales representative, quite simply, sells products or services for a company and represents their brand.