The Top 10 Qualities of a Good BDR In Tech Sales

A BDR or Business Development Representatives, are the driving force behind any successful tech sales team. They are responsible for generating new leads and helping to qualify those leads into opportunities.

In order to be successful, BDRs need to be knowledgeable about their product, be great at multitasking, and be excellent communicators.

But what else sets a BDR apart as a top performer? And how can you build those skills yourself to become the best BDR you can be?

What Are the Top 10 Qualities of a Good BDR?

1. Expertise

A good BDR needs to know everything there is to know about their product, their industry, and their customers. They should be able to speak confidently about the features and benefits of the product and how it can solve their prospect’s pain points.

Before you hit the ground selling, make sure you know the ins and outs of what you’re selling:

• Familiarize yourself with every nook and cranny by using it yourself
• Review customer testimonials to see different use cases and results
• Go through your knowledge base or product documentation
• Take training courses offered by your company

2023 BDR Salary Guide! Grab It To Go!

2. Drive

A good BDR is driven by their results. They’re highly motivated individuals who constantly strive to hit their numbers, whether that’s the number of calls they make in a day or the number of appointments they set in a week.

They also show initiative in the way they seek opportunities, take on new learning challenges, proactively solve problems, make new connections, and reach out for help when they need a hand.

3. Fearlessness

A good BDR isn’t afraid of rejection – after all, they face it every day, whether they’re cold-calling a prospect or dealing with a challenging customer. They know that every no” gets them one step closer to a yes”. Behind every lost sale is an opportunity to do things better next time.

Resilient BDRs know how to:

• Avoid taking things personally
• Reflect and reevaluate their sales strategy
• Shift into a positive mindset
• Refocus on the next opportunity

4. Coachability

A good BDR knows that they have room to grow and improve and are always looking for ways to do so. They ask for suggestions and take constructive feedback well. Not only that, but they happily act on the advice and instruction they receive.

If you’re coachable, you probably do the following:

• Practice active listening
• Proactively seek out advice
• Embrace and adapt well to change
• Know your own strengths and weaknesses
• Contribute to and collaborate with the team
• Learn from your mistakes

5. Organization

A good BDR is organized and can juggle multiple accounts at once without dropping any balls. They have a system in place for tracking their leads, opportunities, and tasks so nothing falls through the cracks.

They’re also masters at managing their schedule. They find ways to set priorities, streamline their workday (for example, with sales technology), prepare ahead of time, avoid distractions, and remember to take those all-important breaks!

6. Growth mindset

A good BDR with a growth mindset knows that intelligence and skills aren’t fixed, innate talents. Rather, our abilities can be developed with practice and time. These BDRs are motivated to learn and grow so they can be the best possible version of themselves.

The good news? If you don’t currently have a growth mindset, you can shift into one! Start by:

• Identifying your negative influences and bad habits
• Creating a strategy to break those bad habits
• Building a positive support network

7. Great communication

A good BDR is an excellent communicator, both verbally and written. They know how to ask great questions, actively listen to the answers, and explain a solution in simple terms – even when the concepts are complex.

They know their audience, too, meaning they can adapt how they communicate depending on who they’re talking to.

Communication isn’t just about what’s said. It’s also about how you say it. That’s why good BDRs also understand eye contact, body language, facial expressions, and tone of voice – and they know how to use them to their greatest advantage!

8. Empathy

A good BDR can practice empathy and put themselves in their prospect’s shoes. They understand what pains their prospects are feeling and can effectively communicate how their product can help alleviate those pain points.

A little thoughtfulness can go a long way in building lasting relationships with customers – and they’ll return the favor when it comes time to renew or return for a future purchase.

9. Competitiveness

A good BDR enjoys competition with their peers – and that’s not a bad thing! A competitive nature can help BDRs push themselves to be better as individuals and as a team, so that they can win more deals for their company.

Healthy competition within a sales role:

• Builds (rather than breaks) team spirit
• Emphasizes self-improvement
• Rewards positive behaviors

10. Collaboration

A good BDR knows that success doesn’t happen in a vacuum. Sales reps work well with others to achieve their individual, team, and company goals. That means they collaborate often with their teammates, managers, and even their prospects!

Collaboration is a two-way street, meaning good BDRs are also there when others need them. They make time to lend a hand, answer a question, or provide feedback when it’s helpful for someone else.

Are You the Best Business Development Representative You Can Be?

If you’re thinking about starting a career in tech sales, developing these top BDR qualities can start you on the right foot for Career Success.

From product expertise and coachability to organization and empathy, there are a lot of ingredients in the pot – and it’s up to you to find that perfect mix for your own unique strengths and abilities!

Want a little practice along the way? We’ve got you covered there, too. From our Tech Sales Foundations Courses to skill-building Workshops, you’ll find the right recipe for your next career step.

So what are you waiting for?