What Is a Sales Development Representative? And How to Become One

Companies can also implement software and process automation to help sales development representatives automate their tasks and increase their productivity. For instance, popular CRM platforms such as Salesforce and Microsoft Dynamics allow SDRs to streamline their operations and exchange important data with the rest of the team. Sales development representatives play a critical role in the sales funnel. 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. These roles are typically entry-level jobs with a few years experience in sales or a related field.

  • Sales managers and sales leaders, like SaaS sales advisor Justin Welsh, want their reps to perform and have suggestions.
  • We’ve gathered five job description examples from our seven online communities.
  • Though being a sales development representative is considered an entry sales position, it still plays a critical role within the company.
  • Adding this step in the sales process ensures that good leads get to the pitch and bad leads get removed from the pipeline.

However, if you find that you’re struggling to build rapport with your prospects, it might be helpful to hire a contractor to help you refine your approach and improve your SDR skills. If you want to make a good impression on your prospect, do your homework and check at least the prospect’s job title, industry, and location. 💡 Click on the video below to learn about a day in the life of an SDR and Gabby’s advice on managing responsibilities in her role.

Interested in Becoming a Sales Representative?

LeadSquared is the new-age sales execution CRM purely focused on reducing the total time a sales rep spends on any operational task. CRM software is, in fact, crucial at almost every stage of the sales process. Lead qualification is the process of identifying the people who are most likely to make a purchase.

That doesn’t mean the two roles don’t overlap, and sales development representatives will often handle outbound prospects too. Although the traditional outreach method may work for some companies, sales development representatives have useful soft skills that can help make your sales team more successful. While hiring the sales development representative, one of the most common mistakes that companies do is hiring less experienced employees for the SDR role. Sales development reps play one of the most important roles in the sales process. BDRs are responsible to qualify the leads by helping the potential clients with their business needs. Therefore, it is important that the SDR has a proven record of success in sales.

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Boost the effectiveness of your SDRs and other salespeople by supporting them with a strong marketing strategy led by data, research, and effective content. Read Increase Sales Exponentially with These 5 Marketing Strategies to see what strategies you can use to align marketing and sales and promote growth in your business. From the first day in the office, every new sales development rep is mentored by a senior SDR who knows the ropes and understands the pressure. Sales development representatives (SDRs) jobs are excellent for those with the right combination of sales capabilities and people skills. The breakdown of a sales conversation should be 70% listening and 30% talking by the SDR. Strong sales reps put suggestions into practice, work on what was suggested, and take advice.

Nicole only focuses on prospects she identified that could benefit from her solution. Unless they’re exclusively dealing with inbound leads, an SDR will need a way of finding prospects that match your criteria. They need to source leads and do research, which requires initiative and solo work. To do their job well, however, they need to be happy working as part of the wider sales team.

What Does a Sales Development Representative Do?

If you feel you can perform these tasks effectively or want to learn these skills, the role of a sales development representative might be for you. In addition, although the workflow of a sales development representative is often simple, it doesn’t mean it’s going to be a walk in the park. Sales development representatives will need an array of skills to perform the role. Loose terms and poorly defined roles and sales terms will, at best, cost you money. One thing to remember is that as a sales development representative, you’re not only selling a product.

Business development representatives typically make an annual salary of around $50,000. This can vary depending on experience level and industry, but the typical range in salary for business development representatives is $36,000 to $65,000 a year. Taking online courses can be a great way to build sales development skills and discover career options. Sign up for the Salesforce Sales Development Representative Professional Certificate and explore sales technology and a potential career as a sales development representative. Ultimately, sales development reps are educators that leverage insights to assist solving a real problem customers are having. 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.


When the time comes to hand the lead over to an account executive, they’ll have all the information they need to close the deal. 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.

What does a sales development representative

The sales development representative is responsible to understand the potential customer business and qualify the leads. Strong communication is an important sales development representative skill https://wizardsdev.com/en/vacancy/sales-development-representative-sdr/ to build strong relationships with potential customers and draw their attention to your business. Analyze your leads and learn how to communicate with different people across various channels.

Everything You Need to Write a Sales Development Representative Job Description

In order to get the full effect, it’s important to understand the role and the right people for the job. Companies, like SalesForce, have used this role within their sales team to explode growth. The awesome thing about this type of outreach and lead nurturing is the automation factor. Using a tool like Buffer or MeetEdgar, you can literally build a library of posts and circulate them regularly. SDRs are usually compensated and rated based on the number of sales qualified appointments (SQAs) they garner for the company. A lot of the process can be automated (like most of the products on How It’s Made)—but sales is about having a conversation with the right people.

What does a sales development representative

After agreeing what can wait, they share what worked or what didn’t yesterday, and focus on something they’re going to improve today. Taking the bus provides a few hours a week to read, listen to podcasts or scan social media for the latest news that could be interesting to your team or customers. Sales development representatives spend a lot of time reaching out to people who know little about their business and asking them to take the first step – booking at meeting. With our software, SDRs can find new leads from a database of over 400 million profiles – all based on your ideal customer persona. A prospecting tool is a platform that helps you source and organize all your sales prospects. It stores their contact information, helps you track their demographics and allows you to automate communication.