Most people think of SDRs as “the telemarketers of sales.” And while it is true that their primary role is to identify and qualify leads, what they do in this process actually makes them very strong candidates for future success in sales. Because SDRs have to learn how to quickly assess whether or not a lead is worth pursuing, they develop a skill set that is essential for all sales reps — the ability to weed out bad leads from good ones.
Being an SDR also gives you direct access to decision-makers. Because SDRs work so closely with buyers, they often have first-hand knowledge of the key players within a company and what their buying process looks like.
It’s a demanding but rewarding role and one that can accelerate your career in a big way. So how do you qualify as a successful SDR? Below are some tips to help you get started. Are you ready to take your career to the next level? Let’s go!
What to expect in this blog post:
- What is a Sales Development Representative?
- Job Description and Qualifications of an SDR
- 3 Reasons Being an SDR will Accelerate your Career
- Tips to Advance your Career as an SDR
- BD Paths’ Takeaway
First, What is a Sales Development Representative?
A Sales Development Representative (SDR) is a Business Development Representative (BDR) who specializes in sales and sales outreach. An SDR is responsible for generating new leads and qualified opportunities through inbound or outbound prospecting, leveraging various communication channels, including email, phone, social media, and events.
Sales Development Reps play an important role in the sales process as they are typically the first point of contact with potential customers. As such, they play a critical role in generating interest and creating opportunities for the company’s products and services.
Job Description and Qualifications of an SDR
SDRs are sales representatives who work with inbound and outbound leads generated by sales and marketing campaigns. They are responsible for researching potential customers, outreach, and setting up initial meetings or calls. SDRs must be able to effectively communicate the value proposition of a company’s products or services and demonstrate why the potential customer should invest in the product.
The goal is to create interest in the product or service being offered so that the lead will eventually be passed on to the account executives (AE), the sales team, or the marketing team. It’s a high-pressure job that requires impeccable people skills and the ability to think on your feet. But it can also be immensely rewarding, both in terms of job satisfaction and career progression.
In order to be successful, SDRs must have strong sales skills, including but not limited to: research skills, excellent verbal and written communication skills, and the ability to effectively manage their time and pipeline. The ideal candidate for the SDR position has the ability to thrive in a fast-paced environment and quickly adapt to change is essential for success in this role.
They must be able to overcome objections and maintain a positive attitude even when facing rejection. In addition, SDRs must be proficient in using CRM software. Those who excel in this role often have the opportunity to advance to positions such as Account Executive (AE) or Sales Manager.
3 Reasons Why Being an SDR can Accelerate your Career
Sales are the engine that keeps most businesses running — without customers; there would be no revenue coming in. So it’s no surprise that careers in sales are some of the most sought-after in the business world. And within the sales world, there are few positions more coveted than that of a Sales Development Representative.
Here are three reasons why being an SDR can accelerate your career:
1. Learn new skills
As an SDR, you will be constantly exposed to new products and services, which means that you will have to learn how to sell them. This will not only improve your soft skills but will also give you a better understanding of the product or service itself.
In addition, being an SDR will also give you a chance to learn about the latest sales technologies and techniques. The most common tools used by SDRs are LinkedIn Sales Navigator, technographic tools like Datanyze, and CRM software like Salesforce. By keeping up with the latest trends, you will be able to close more deals and advance your career more quickly.
SDRs are constantly in conversation as well, so it’s not just pure business or sales skills directly; it’s also soft skills. Becoming an SDR gives you the opportunity to consistently put in the reps of developing social skills. These social skills build confidence and know-how for navigating conversations. This is perhaps one of the most transferable skills that few roles get to practice so often.
2. Gain valuable sales experience
Sales is a competitive field, and employers are always looking for candidates with relevant experience. As an SDR, you’ll have the opportunity to get real-world experience making calls, setting appointments, and closing deals. This experience will be invaluable when you start applying for jobs or when you’re ready to move up to a new role within your company.
Furthermore, being an SDR gives you the opportunity to learn from experienced sales professionals. You can observe their techniques, learn from their successes (and failures), and develop your own style. One of the most difficult, anxiety-inducing tasks is opening doors in sales. SDRs are focused purely on this. Further, the initial guiding questions and discovery that they do allow for being able to dig deeper with prospects. Lastly, the ability to be concise and to the point is critical for capturing attention when reaching out. This conciseness is a superpower because it has implications in other areas as well.
3. Build essential relationships
Being an SDR can also help you build a network of contacts within the sales industry. These contacts can provide you with valuable information and opportunities that you would not otherwise have access to. As an SDR, you’ll be talking to a lot of people on a daily basis. And if you do your job well, you’ll develop relationships with many of these people.
These relationships can be extremely valuable later on in your career, whether you want to find a new job or forge partnerships with other companies. In fact, your network of contacts may be one of the most important things you take away from your time as an SDR. Your network is your net worth.
So, you will not only have the ability to open the doors and make the conversations value-driven and to the point, but you will also do this at scale to build many relationships. Comparing even the number of opportunities to have conversations alone (versus, say, an engineer or any non-customer-facing role) provides exceptional benefits.
Tips to Advance your Career as an SDR
Everyone wants to be one, and for good reasons. Being an SDR can help you learn new skills, gain valuable sales experience, and build essential relationships. But how can you make the most of your time as an SDR? How can you ensure that your career will continue to progress after you leave the role? Here are the five things you need to do:
1. Think of every skill you learn as transferrable.
It’s no secret that continuously learning new skills is the key to advancing your career. However, as an SDR, it can be easy to get bogged down in the day-to-day and forget that the skills you’re learning can be transferred to other roles.
There’s no getting around it: cold calling is awkward. But that’s not necessarily a bad thing. In fact, cold calling can help you get over the discomfort of starting conversations with new people. And if you’re looking for a new job, prospecting is essential. By reaching out to hiring managers, you’ll stand out from the crowd and increase your chances of landing an interview.
Of course, time management is also important when prospecting. You’ll need to be strategic about who you call and when. But if you master the art of cold calling, you’ll be one step closer to getting the job you want.
2. Perform, but also aim to have an impact on the entire sales organization.
This means thinking outside of the box and being proactive in finding new ways to improve the sales process. It’s essential to be passionate about learning and constantly strive to improve your skills. This can be done by reading books, listening to podcasts, and following experts in the field.
It’s also essential to employ tactics that are not just limited to what your immediate team is doing but will also benefit the larger sales organization. By constantly striving to improve and expand your skill set, you’ll position yourself as a valuable asset to any sales team, which will surely advance your career.
Remember, no company knows everything. Whether they have 50 employees or 5,000, there will always be modern trends that resonate with buyers better than they did in the past 5 years. You are the asset. To advance your career, you must have the confidence to test new tactics and provide feedback.
3. Treat your career path like it’s a sales cycle.
Establish an end goal and work backward from there. Understand who needs to be involved in the decision-making process and get them on your side. Then, get multithreaded — network with and learn from as many people as possible. The more connections you have, the better your chances of landing that perfect job.
Project and people manage your career path as if you had a quota attached to it. Forecast your 3-5 year goals. What needs to be done to get there? What about year one? And what about over the next quarter? Once you determine that, you can engage the people that will help you get there and be deliberate in every interaction you have.
And don’t forget the little things. Stay organized, hit your quotas, and always be professional. If you can do all of that, you’ll be well on your way to a successful career as an SDR.
4. Understand that sales skills are life skills.
For starters, cold calling will help you overcome most social anxieties. What’s the worst that could happen? They say no? You move on to the next call. But what if they say yes? You’ve just made someone’s day by brightening up their mundane routine with a little bit of small talk. It’s a win-win.
Secondly, discovery or questions are your curiosity tools. By asking questions, you’re not only showing genuine interest in the person you’re speaking to, but you’re also gaining valuable information that can be used in future conversations.
Lastly, negotiation is powerful, not just professionally but in relationships as well. If you can learn to negotiate effectively, you’ll be able to get what you want out of any situation while finding win-wins. People require persuasion. In an interview, in a sale, and even in teaching. So go out there and start selling! Not just products or services, but yourself. Because at the end of the day, we’re all in sales.
5. Network often or learn in public. Better yet, both.
Networking is important, both for advancing your career and for building your personal brand. When you network, you have the opportunity to practice all of the amazing skills you’ve learned, from small talk to make a great first impression. And don’t let “it’s my day job” deter you from networking for yourself.
The people you meet through networking are far more likely to be interested in what you’re doing than your colleagues are. So get out there and start meeting new people. Opportunity comes from people who know you (not who you know). Who knows, maybe your next big opportunity will come from a chance encounter at a networking event.
To learn in public, creating content will be a great way to create “inbound” networking. You get in the feed consistently, you then become familiar, and people will start reaching out. If you pair this with “outbound” networking, where you do the outreach, your network will grow at a fast rate.
BD Paths Takeaway
Career growth for SDRs isn’t just about knowing where you want to go. It’s also about managing the people who can help you get there. That means building relationships, networking, and continuously developing your sales skills. And it all starts with asking the right questions. So if you’re ready to start growing in your career, ask yourself:
1. What do I want to do?
2. What am I good at?
3. Who can help me get there?
Answering these questions will help you figure out where you want to go and how to get there. So ask away and start growing in your career today!