A Sales Development Representative (SDR) is a sales representative responsible for outreach, prospecting, and qualifying leads. The goal of an SDR is to generate qualified leads so that other sales team members can close sales and ultimately shorten the sales cycle. SDRs typically interact with potential customers through various channels such as social media, email, phone outreach, and social events. They are responsible for identifying and screening out individuals who do not have any interest in purchasing a product and eliminating them from the pipeline to avoid wasting future resources. SDRs are educators who help prospects identify solutions to their problems by developing an understanding of a prospects needs and then providing relevant solutions, ideas, and information, without "pitching" a product.
The SDR role is usually an entry-level position. SDRs can go on to fill such roles as senior sales development representatives, account managers, sales representatives, and sales managers. Effective SDRs have to be quick on their feet, excel in having online conversations, master in tools, be great content finders, have a positive outlook that isn’t put down by a bad interaction. They should possess prospecting skills, be familiar with the language of sales, know the buying signals to watch out for, what words to use that make customers buy, and when is the right time to ask the right questions. SDRs should actively listen to each conversation with the prospect, interrupting when they need clarification and ask probing questions that allow them to explore the buyer’s mind. They should have adequate knowledge about the features, benefits, and weakness of the product before creating effective pitches and connecting customer’s needs to the solution.
In summary, an SDR is a sales representative responsible for outreach, prospecting, and qualifying leads. They are responsible for generating qualified leads so that other sales team members can close sales and ultimately shorten the sales cycle. SDRs typically interact with potential customers through various channels such as social media, email, phone outreach, and social events. Effective SDRs have to be quick on their feet, possess prospecting skills, actively listen to each conversation with the prospect, and have adequate knowledge about the product before creating effective pitches.
