Sales Development Representative: Who Are They, And What Do They Do?

Every sales team needs a great sales development representative to find them new customers!

Sales development representatives focus solely on sales prospecting. Sales executives close new deals, but sales development representatives concentrate on finding new leads, starting conversations with them, qualifying them, and pushing the leads further down the sales funnel.

If prospects are an excellent fit for the company, a sales development representative will schedule the next step with a closer – such as sales executives or account executives – in their organization.

SDR's are an essential part of an organization's need to find net new sales, and the job is becoming more prevalent in companies worldwide.

Who are sales development representatives?

The role of a sales development representative is often thought of as entry-level, but it is very important in the sales process. Sales development representatives are often new college graduates, with only degrees and basic sales experience to rely upon. In fact, many sales development representatives haven't worked in the sales industry before.

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.

Many companies will search for sales development representatives with one to two years of experience in comparable fields. These fields include customer service and hospitality because it requires a similar level of people-based interactions.

Although many companies consider a sales development representative an entry-level role, it's an excellent way for an employee to learn sales.

What does a sales representative do?

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.

Organizations used to hire people to handle the entire sales process. But companies have realized that isn't the best process in the future. For example, you might have an excellent deal closer. Still, they might be ineffective at getting new accounts interested in your service. If so, your company should hire a sales development representative.

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. Business/sales development representatives create their own outbound sales communication.

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.

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.

What skills do sales development representatives need as well?

• Strong spoken & written communication skills

• Superb time management and analytical skills

• Knowledge of sales and marketing or a strong desire to learn

• Customer service skills, teamwork, and interpersonal skills

• It would help to have completed a course in sales techniques, business, or marketing

• Leadership skills - able to turn up and lead a team of staff

• Excellent problem-solving skills and the mindset to breakthrough challenges

• The ability to work with essential sales platforms such as LinkedIn Sales Navigator and many more.

• A robust work ethic and a desire to work long hours to achieve targets

The primary objectives of a sales development representative

• Contact companies and learn about the company, often making the first communication

• Qualify leads and push them through the sales funnel and to the deal closers

• Act as quality control for sales leads, allowing the entire sales process to be as frictionless as possible

• Decide which leads are better than others, and then pass the information on to the next people in the sales funnel

• Have some expertise in certain products and services

• Conduct research on accounts and generate the best interest

• Track all useful information related to leads and qualifications

• Utilize cold-calling, Salesforce, and email marketing to generate fresh sales leads

• Set up business meetings between leads and sales executives

• Report to the sales team leader or manager with weekly, monthly, and quarterly results

• Build long-term relationships with clients and seek to establish them as loyal customers

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.

When are sales development representatives important?

Sales development representatives are excellent when you have a product market fit, and you're looking to scale your company. 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.

Suppose you feel like your sales team is struggling to find enough leads. In that case, you should consider hiring a sales development representative. That will deal with the early part of the sales funnel.

Where do sales development representatives work?

Sales development representatives tend to work in the office with the sales team. However, since the COVID-19 pandemic began, many sales development representatives have been working from home.

Although sales development representatives need to communicate with the rest of the sales team, it's possible to do this job remotely. Sales development representatives can use sales prospecting platforms and communication tools such as Slack.

It's likely that once the pandemic finishes, this job will return to the office and no longer be remote-based.

Why would you want to become a sales development representative?

1 - It's an excellent career launching pad

Becoming a sales development representative is an excellent way to begin any career in the corporate world. Did you know that 20% of Fortune 500 CEOs started by working in sales? There isn't a business without sales and learning sales is a critical skill in the corporate world.

Furthermore, when you start as a sales development representative, you're learning sales from the very beginning.

The benefit is getting to understand how companies get and convert potential customers into long-term happy customers. That is a skill and insight that helps everyone in a company regardless of their position.

2 - You will learn how companies work

If fresh graduates don't have any corporate experience, understanding how a company works can be challenging and unclear.

However, the sales team relies on human resources for salespeople who can close the deals, excellent marketing for leads, and the product development team for a magnificent product. When you're a sales development representative, you'll get to know the actual ins and outs of the business world at an early stage.

You'll know which team members handle which problems, which products work and sell the best. You'll also learn how a team works together to achieve a common goal. Starting your career as a sales development representative is an excellent introduction to business.

3 - The pay is really competitive

When you're fresh out of college, you probably have tonnes of college debt. You're also ready to jump into the job market and start making some real money after being broke throughout school and college.

Sales development representatives have an excellent payscale, and if they perform well, they can earn a very good entry-level wage.

Nonetheless, like many sales jobs, if you're going to earn the most money – you will need to work hard and ensure results. Suppose you're a driven individual with a clear desire to succeed. In that case, you'll make lots of money as a sales development representative.

4 - It teaches you resilience

It doesn't matter what you do in your life; you're going to have to face rejection and pain if you're going to succeed. Unfortunately, rejection is never easy, and salespeople face lots of rejection.

However, becoming a sales development representative will teach you how to face rejection with your head held high and move on to the next.

Rejection can make us find more motivation, patience, and it builds character. Moreover, it grows our confidence, and it can make us reevaluate our strong points and our weaknesses.

5 - You'll learn how to network

Networking is vital for anyone looking to grow their career or build a start-up company. For example, when you become a sales development representative, you'll have to meet countless people. You'll also learn how to promote yourself and the company.

You will attend countless business conferences, in-person meetings, and networking events. The job will help you hone your communication skills and allow you to learn the art of networking.

Furthermore, even if you don't choose to pursue a career in sales, you'll be able to take networking skills into any walk of life.

Learn more about becoming a sales development representative

Don't worry if you've never worked in sales before. Uvaro can and will prepare you for an amazing career as a sales development representative. Smash your quotas and excel in the technology industry.

It's vital to have expert coaching, and Uvaro offers world-class sales coaching from experienced professionals.

We teach people from all backgrounds and experience levels how to prospect as well as build a successful sales strategy.

So if you're looking to become a successful sales development representative, check out our online courses.Apply today and start your career in tech sales.