Sales Development Representative: A Day In The Life

The best SDRs are not going to be thrown off when answering them. This sample job post will introduce your organization’s culture and values, while helping potential candidates understand how they’ll contribute from Day 1. Provide regular reports on sales activities and results to management. At Rubrik we are committed to building and sustaining a culture where people of all backgrounds are valued, know they belong, and believe they can succeed here. Please select this checkbox if you do not wish to receive marketing communications from Zendesk. Answer these questions, and you’re off to an encouraging start.

What Is a Sales Development Representative? How to Become One … – Built In

What Is a Sales Development Representative? How to Become One ….

Posted: Wed, 27 Jul 2022 15:32:45 GMT [source]

Furthermore, sales development representatives tend to engage with prospects at the beginning of the sales process, making them a crucial part of the process and the success of your business. There are two essential concepts that you need to know – outbound sales and inbound sales. Generally speaking, sales development representatives will focus on inbound prospects.

But most SDRs nowadays don’t stay in the role for too long viewing it as a comfortable launchpad for their career. According to the Bridge Group Report, the average tenure of an SDR is 1.4 years. Intent data software to identify in-market buyers at accounts that can then be prioritized for outreach.

When you should hire an SDR team

SDR’s work behind the scenes to accelerate the sales process for others. SDR’s should be able to identify and address specific challenges Sales Development Representative job and issues. Sales development representatives are educators who assist prospects in identifying solutions to their problems.

sales development representative role

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. You can say experience is to blame, but it is very much a guessing game. Some will thrive and survive the churn, and others will get swept away within their first two, three days and end up quitting.

It is one of the hardest positions of any company, but then again, it is also one of the most rewarding due to the added opportunities. Having said that, nobody plans to be an SDR forever, the average length of time that one could stay in the seat is around 14 months according to research conducted by The Bridge Group. That is a sharp decline from 2009, where the average was around 2.4 years. Apart from these skills, you need to be sufficient at conducting research.

Sales Development Representative Job Description: Example 4

Since contact has already been made, sales reps begin making warm or hot outreaches. Sales development representatives are similar to business development representatives but have their own distinct qualities. While they do a lot of the same jobs regarding lead qualification and generation, SDRs focus on inbound leads and BDRs focus on outbound leads. The two teams often work alongside each other for the aligned expansion of the company, whether through customers or partners.

Is looking for a high energy and dynamic Sales Development Representative to provide pre-sales support. This role will be responsible for servicing inbound sales and related inquiries with a focus on engaging and qualifying all prospective customers. This role is one of the first touch points for prospects and has the opportunity to set the tone for the sales cycle following. In broad terms, SDRs typically focus on inbound prospects, whereas Business Development Representatives generate their own leads with outbound communication.

sales development representative role

Immerse yourself in activities that will advance your knowledge, abilities, and creativity. Whatever you do, you must be able to inject some imagination and personality into it and distinguish yourself from the deluge of other messages that your prospects are receiving. Account Executive – Responsible for closing sales, supporting existing clients, developing sales strategies, and communicating product value to clients.


Thanks to the short schedule, you can take advantage of the energy and initial enthusiasm in the new job. Quick training doesn’t mean the SDR is thrown into the deep end, though. We believe a mentor-mentee training scheme is the best way to help sales development reps get settled in the new role. 💡 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.

On top of that, the tool can automatically assign new opportunities to the correct team based on a persona and deal size. Rubrik’s Sales Development Representatives form the core of our ambitious go to market strategy and revenue growth engine. Using their intellect to understand potential customers , SDRs drive value beyond expectations every day by helping clients gain insights into their business. The SDR position teaches All-Star talent what it takes to be successful in the highly lucrative world of enterprise technology. This is your opportunity to build the Austin, TX SDR team in one of the world’s most challenging and rewarding fields. Even the most driven sales development representative can’t keep an entire ever-changing roster of leads in their brain.

Technographic tools

We’re proud of our 3.6 rating on Glassdoor from our employees. We are hiring a talented Sales Development Representative professional to join our team. If you’re excited to be part of a winning team, Example Co. is a great place to grow your career.

sales development representative role

As a sales development representative, your work focuses on outbound sales strategy. You confidently share product or service information with outside prospects. Sales development representatives need to be highly organized. You’ll spend a lot of time making phones calls and preparing lists. Lead generation is your main responsibility, moving leads through a sales pipeline.

Preferred skills and qualifications

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. 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.

  • Do your research and—at the very least—confirm the prospect’s name, job title, industry, and location.
  • Sales reps used to start on a traditional sales floor, picking up phones and talking to prospective clients.
  • To effectively conduct their research (and provide high-performance outreach), SDRs need a database of research and data.
  • Suppose you’re a driven individual with a clear desire to succeed.
  • Ability to optimize time improvessales productivityand creates an environment for high performance.
  • As long as you know you’ve done your best every day at work, you shouldn’t let rejection make you feel lousy.
  • Your main function is to be a driven problem solver, identifying potential clients.

Their primary focus is on prospecting and qualifying leads through the sales pipeline. If you’re thinking about implementing sales development in your business, you need to understand what it takes for an SDR to succeed and be prepared to support them. Know how to get the right person in place, then consider using Pipedrive’s CRM to help them lay the groundwork for your company’s sales success. They’ll take leads through the early stages of the sales pipeline before passing them on to a sales rep or account executive to make the sale.

What Are Sales Development Representatives (SDRs)?

This last skill is one that every great sales development rep I know has mastered, and that’s handling objections. 35% of sales reps say that overcoming price objections is the biggest challenge they face, but that doesn’t have to include you. Overcoming objections is a skill that most reps get better at over time because they’ve come to understand all the solutions their business provides and have seen them work in creative ways. When you can position these solutions to eliminate a pain point for the prospect, you start to develop trust with your prospect which is a key factor that influences whether they’ll buy or not.

Effective communication also helps prevent objections by providing clarity into how your solution can solve business problem. 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. Successful SDRs never stop learning about their product or service. This doesn’t happen overnight, and the learning process doesn’t end.

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