A Sales Development Representative (SDR) is a Sales person, focused essentially on prospecting (Outbound sales).
Their goal is to carry leads forward through the sales pipeline by qualifying prospects or making appointments with sales closers, the Account Executives.
Generally, they must generate a list of prospects or work on a list provided by Marketing, and contact and then qualify the prospects in order to see if it is worthwhile for the sales representatives to spend their time with these prospects.
This allows the Account Executives to concentrate on the most worthwhile prospects. Many companies like Salesforce, Dropbox, or Hubspot have managed strong growth thanks to this division of sales roles.
What are the qualities of a good Sales Development Representative?
The Sales Development Representative is someone who is rigorous and organised, who knows how to learn and apply a sales process, and who can make clear notes in the CRM in order to give as much information as possible to the Account Executives.
He must be friendly in order to connect with prospects who aren’t expecting his call, as well as to validate all the qualification criteria in a natural way. It is important that the prospect not has the impression that the SDR is filling out a checklist like a robot, but rather that they are having a short discussion and getting to know each other.
Are you looking for a Sales Development Representative position? Apply at Holborn Consulting
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