Sales development is one of the toughest roles in sales. We’ve all heard that phrase before, and it’s for good reason. It takes grit, determination, and a laser-like focus to succeed in sales development.
It isn’t something anyone can just jump into on the first day. You must be equipped with the right knowledge, tools, and support network to thrive in this role long-term. But you already know that, because you’re reading this blog!
If you’re looking to kickstart a great career in sales, you must have come across the term sales development representatives (SDRs). So, who are SDRs? Why is this role a tough one? Which categories do they fall into outbound or inbound? Most probably, you would be wondering some of these questions too. So, let’s dive in further into what this role means.
What is an SDR?
A sales development representative (SDR) is an inside sales representative that focuses on lead qualification, prospecting, and proactive outreach through a variety of outreach methods, including email campaigns and cold-calling, with the end in mind of converting these qualified leads into sales opportunities.
Sales development representatives, SDRs, or Business Development Representatives (BDRs) are the first point of contact for most startup businesses, making their role an important part of any sales pipeline. SDRs are responsible for finding qualified sales leads and turning them into qualified customers. To be successful, SDRs need to have deep knowledge and understanding of the products and services they are selling, as well as the needs and pain points of their target market.
Outbound or Inbound SDRs?
SDRs focus primarily on outbound activities from gathering information or generating leads through data-building efforts, including lead gen tools or manual searches on LinkedIn and other networks to contacting these potential leads through multi-channel strategies.
In contrast, inbound SDRs primarily handle inbound leads that come in from the company website, social media pages, among other marketing communications. When these leads fill out a web form requesting a callback, this type of call is regarded as a warm call.
Whether it’s inbound or outbound, the objective of an SDR is still the same: to meet their sales pipeline target, answer any questions customers have about the product or service, qualify the leads, and set them up for sales pitch from the sales team.
SDRs or BDRs?
SDR roles can also be identified as Business Development Representatives (BDRs), Account Development Representative (ADRs), or simply Sales Executives. SDRs can be tasked with inbound qualifying while BDRs are assigned with outbound prospecting and vice versa. It depends on the company on the type of contact or ways of engagement that they want their SDRs to develop with the prospects.
No matter the job titles, all these are presale roles in tech sales which includes identifying and qualifying leads before delivering them to their prospective Account Executives (AEs) who could potentially close into a deal down the line. The goal of SDRs is to be able to set a meeting with their AEs.
Junior level or Senior level?
So, is an SDR position junior-level or senior-level? It depends on the company and the specific task, but in general, SDRs are considered entry-level positions. If you’re interested in pursuing a career in sales, an SDR position is a great way to get started.
SDR positions are suitable for candidates with a degree in marketing, sales, consulting, or a related field. They require a combination of soft skills and technical skills, including email and social media skills, depending on which inbound or outbound platforms they’ll be working with.
The Role of an SDR
SDRs are responsible for generating leads, qualifying good prospects, and turning them into customers.
It looks something like this:
A huge chunk of the SDR’s activities comes from working with leads- managing a volume of leads, researching and nurturing leads to qualifying leads, and responding to qualified leads. Yes, they deal with all these leads until they get to see the bright light at the end of the sales funnels: the sales qualified leads (SQLs).
SDRs try to connect with as many leads as possible through a multi-channel approach. A typical day of an SDR includes talking to various strangers every day, sending prospects emails in sequence hoping for their positive response, texting them with short and sweet messages, and hammering those phones dozens of times a day.
Contacting them is one thing but being able to book a meeting is the real challenge. Most sales coaches would agree that booking a qualified meeting is the hardest part of sales. The number of qualified meetings booked is the main KPI of SDRs. Meetings take a few minutes of the clients’ golden time. For a sales development rep to convince clients to invest in a meeting without being totally convinced is a tough win.
SDR as a career?
If you think that SDRs are just inside sales reps who make cold calls, you’d know by now that it’s a misconception.
Considering an SDR career? With the right skills, an SDR career can be a stepping stone to a successful sales career. SDRs can work in many different industries, such as manufacturing or retail but they work mainly in B2B companies as they need extensive knowledge about the company’s products and services before they can start pitching them.
If you have the required skills and are interested in pursuing an SDR position, Amiy is the perfect choice. Amiy is an Outsourced SDR and BDR Lead Generation company with over 20 years of experience developing SQLs for leading Israeli startups. We provide SDRs with training, approved sales scripts, and cadences to help them take a more structured approach.
With our help, you will set up meetings for business-to-business collaborations for SaaS companies. Contact us now to discuss our current openings.