11 Skills Every Sales Development Rep Needs To Master In 2021

The most important thing to remember is that SDRs are considered entry-level positions. You don’t need extremely experienced salespeople to fill these roles; you need people who exhibit soft sales skills and who have the right sales personality. A good sales process is the foundation of any successful sales organization.

SDRs should reach out to potential leads, or promptly follow up with those who have inquired about your company and offerings via phone, email and social media. In many ways, this point applies to the entire sales team, but it is extremely important to SDRs. Yes, we need experience and product knowledge, but being passionate is just as important.

sales development representative role

However, the demands of the job mean you might end up having to set the alarm earlier or working into the evenings, especially if you’re trying to contact potential customers in different time zones. Once you have found a promising lead, you can then use your research to determine the best way of reaching out. Depending on where your leads are available or spend most of their time, you might end up reaching out to them through cold email, cold calls, or via social media.

To do that, two primary roles should be a part of your sales team – SDRs and Sales Executives. SDRs are equipped with well-researched information about the prospect and company before getting in touch with them since they are the first face of your company. They have a fair understanding about the industry, sales process, and competition to make meaningful conversations.

Sdr Job Posting Example

Wao this is massive, So many great learning points and an eye opener to the world of sales. Say the wrong things and the prospect wants to talk to your manager. Using the product is the best way to learn the ins and outs. Sales executives should have excellent knowledge about the product they are selling and its use cases.

You may, at your option and in your sole discretion, provide suggestions or feedback related to the Company’s products or services. In no event will such suggestions or feedback be considered confidential or proprietary to you. The Company will be free to use such suggestions as it chooses, without compensation to you. Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities.

Lead Research Order in-depth lead research by a qualified B2B researcher. Here are seven professional sales certifications that can help advance your career. Keeping track of these numbers helps you plan your activity to meet your quota and allows you to see what works best. You can then find ways to further improve your scripts and templates so that they’re more effective. You could also try Pipedrive’s LeadBooster and Web Visitors add-ons, which have a variety of features to help you identify and qualify new leads through your website. Successful completion of coursework in sales techniques, marketing, and communication may be advantageous.

Even the most enthusiastic inbound leads are unlikely to be ready for a meeting after just one call. On other occasions, the timing might be wrong but the prospect is otherwise a good fit. At this point, you’ll have to nurture those new leads and further educate them on your product or service. Depending on the company, the SDR meaning and role may only deal with inbound prospects who’ve https://wizardsdev.com/ already shown interest, or they may be expected to go out and find their own outbound leads. 💡 Don’t miss the chance to watch Patrick Connolly, Head of US Sales Development at Cognism, discuss what to look out for when hiring sales development representatives. SDRs reach out to potential leads, or promptly follow up with those who have inquired about your company and offerings.

sales development representative role

Ideally, SDRs want to speak with a prospect on the phone, but sometimes a voicemail is a next-best option. Here at HubSpot, we’ve had some exciting product updates to the marketing & sales platforms as of January 2019. I wanted to reach out to you because based on my research on LinkedIn, it seems like you are heading marketing initiatives that focus on the overall growth strategy for Dunder Mifflin. No follow-up, any action can be “delay-sent” over the weekend. Unless it is urgent, you’re better off waiting until the Sunday night window. Read booksand become an expert in your industry and in sales.

How Do I Become A Successful Sales Development Representative?

The easy-to-use interface of the tool can help them achieve better results without being complicated or overbearing. The performance of an SDR is measured by the number of qualified leads they bring to the table. Remote access to data so SDRs can prepare for meetings on the go.

  • Your primary responsibility is to help turn leads into qualified opportunities by partnering with marketing and sales to create and execute on program and outbound lead generation campaigns.
  • That list contains leads that fit the marketing qualifications for the products .
  • SDRs are typically measured by how effectively they move leads through thesales pipeline.
  • Henry makes a quick note of highlights and drives to the appointment with confidence.
  • Their specific objective is to pass on sales leads that match designated criteria as sales-qualified leads to an account executive or account manager to close.
  • While SDRs don’t close deals, they help sales reps by determining if a lead will be an ideal customer fit.

Once the appointment is over, Henry schedules a note for himself to follow through with the customer service rep later. Customer Relationship Managementis an all-encompassing solution that can get everything done from a single place, so SDRs do not have to rely on multiple tools. It can provide centralized access to all data, help track calendars, view upcoming tasks, and set reminders. CRM can also be used to get in touch with prospects and for taking notes that can be accessed by other team members. Businesses need to offer personalized experiences to encourage them to make the purchase.


My team uses Vidyard — an easy-to-use tool that lets you quickly create videos using your webcam and screen share function. There are several software options that can be used for video prospecting including Loom and Soapbox by Wistia. Next batch of qualification calls is happening, she is fueled, ready, and excited. She has the customer’s LinkedIn profile up, knows which value props will potentially resonate based on their persona, and she is handling common objections like a boss in a customer-centric way. Same as Ned, she deals with urgent issues right away, deletes spam and marks what needs to be done later based on research.

sales development representative role

Your role as an SDR Manager is to automate as many of these tasks as possible to make the team happier and more productive. The next step in SDR’s career is usually the role of an account executive. The first sign that promotion is due is when you can perform your tasks without repeating the same mistakes. Proven track record for articulating a product/service and building rapport with prospects. Being curious about learning a new product, industry, or organizational knowledge can help them in their current role, but it will also help them as they grow in their career.

We believe a mentor-mentee training scheme is the best way to help sales development reps get settled in the new role. Once a connection has been made, SDRs are responsible for contacting leads, qualifying them as prospects, educating prospects about the product or service and scheduling meetings with the sales team. I’m confident that these 11 skills will improve your performance as an SDR. They’re all fairly simple to understand, but consistent practice will always help you master them in no time. The learning shouldn’t stop here though, we’ve got even more great tips, templates, and tools for sales prospecting and objection handling that you’ll want to keep in your back pocket.

First Levels Of Outreach In The Pipeline

While SDRs might only cover one part of the sales process, you’ll still have a lot of tasks to take care of, many of which are time-sensitive. SDRs will soon find themselves juggling research, outreach and follow-ups. To achieve this, sales development reps will typically research potential prospects before reaching out to them. Their specific objective is to pass Sales Development Representative job on sales leads that match designated criteria as sales-qualified leads to an account executive or account manager to close. A sales development representative job is about sales outreaching, prospecting, and qualifying leads. SDR’s role focuses on contacting as many potential customers as possible to quickly decide whether to move them through the sales funnel.

For this, SDRs have to find out the expectations of the prospective customers, what challenges they face, and if they match their buyer’s persona. They are responsible for doing the groundwork that forms the basis of lead qualification. Sales development representatives are responsible for prospecting and qualifying leads.

This Business Development Representative job description template lists essential skills and qualifications to look for in candidates for this role. You need to hire people who are confident, experienced in sales, and have experience in being rejected multiple times. At the end of the day, it is about being confident that your salespeople can start conversations and maintain them. According to The Pavillion, most companies tend to hire SDRs with 12 months or less of sales development experience. To be honest, there isn’t one approach that clearly defines the best route to take.

Sales Development Representative Job Description: Example 4

When considering your education, choose courses that focus on communication, behavioral psychology, marketing and negotiation. Many SDRs use social media and other online tools to find leads. Being technology savvy can help you use important sales software and lead generation tools. Most of this role involves contacting potential prospects via phone call or email. Being an effective communicator can help you establish better relationships with leads.

Don’t let these temporary roadblocks ruin your day — and don’t let them ruin your prospect’s day either. 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. Practicing active listening means being adaptable — pivoting away from a prepared checklist and recognizing when an opportunity to dig deeper presents itself. A successful SDR understands the value of being present and having a real conversation. At HubSpot, we’ve seen great results with video prospecting.