You might be thinking that a sales development representative is just a typical sales job, right? Wrong.
A sales development representative (SDR) is an inside sales professional who focuses on creating and nurturing a sales pipeline of qualified prospects.
As an SDR for Directive, a B2B enterprise PPC agency, my day is spent outbound prospecting through phone calls, emails, and social media. Sometimes I’m given a list of prospects who have been pre-qualified by our marketing team.
What is a Sales Development Representative (SDR)?
A sales development representative is defined as a type of sales representative that only works on outbound prospecting of new clients. SDRs help qualify leads and move them through the pipeline, handing them off to other sales professionals and aren't measured on closing deals.
My goal is to book meetings with prospects to understand their pain points and further qualify them. If the prospect checks off all of the necessary boxes, I then introduce them to one of our account executives who are tasked with closing the deal.
The definition of a sales development representative will differ between organizations, but they always play a key role in generating new business. They also double as a first impression, an educator, a relationship builder, and the key to a well-qualified sales pipeline.
Helpful advice for a sales development representative
Learning is key in any role, but especially for SDRs. Using internal and external resources will amp up your sales game and catapult you past the competition.
12 tips from sales experts
Since I want to practice what I preach, I’ve asked for advice from today’s most influential sales gurus and have compiled them here. If you want to crush your goals as an SDR, start paying close attention to what these experts have to say.
1. Max Altschuler
Max Altschuler, CEO of Sales Hacker and VP of Marketing at Outreach.io, stresses the importance of investing in self-growth.
Being a sales development representative is challenging and arguably one of the hardest positions out there. If you're an SDR, I hope this article gives new perspective on your role. If you’re not an SDR, I hope you can take the advice given here and apply it to your own career.
Moving forward, don’t be afraid to ask for advice from leaders and innovators in your industry. You can learn from that advice to succeed in your own career (and maybe even write an article about it!).
Sarah Drake is a sales development representative at Directive, a leading B2B and enterprise search marketing agency.
Sarah was drawn to the world of sales due to the industry’s fast-paced environment and her passion for people. When she’s not crushing quotas, she focuses her efforts on producing thoughtful content to further her career.
Outside of work, you can find Sarah traveling, throwing down in the kitchen, or getting zen at a local yoga studio.