What Is A Sales Development Representative SDR?

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A sales development representative (SDR) is an inside sales person whose role is focused on moving leads through the pipeline and qualifying them with what connects them.

In short, they transform the contacts provided by the marketing department into sales opportunities. This position began to appear in the sales area in the 2000s to prevent customers who were not interested in the product or service from reaching the sales team itself.

The key question that a sales development representative oman business email list must ask himself is: Does this client have a need that our product or service satisfies? From there, he begins his work of working on that need so that it is directed towards the product or trying to create it if he sees that there is none.

To learn more about the sales process, you can watch this video from EBC Ademia.

What is the role of SDRs in a startup?
The role of sales developers is to move potential customers through the sales pipeline based on their skills and knowledge. Before deals are closed, they identify the best potential customers.

In the sales team structure, SDRs take information sent by the marketing team and nurture leads to get them ready to buy. And then, sales reps position the right products to close the deal.

Although the SDR and sales rep positions can sometimes be confused, the reality is that the latter is measured based on their ability to close deals that meet a quota within a given time.

This is how the work flow that teams follow is formed, from marketing to sales. And, although this workflow seems simple, it requires a high level of commitment, training, adaptability and several other specific skills.

SDR Skills
There are certain soft and hard skills that make any sales development representative a good professional. Below you will find the seven most important ones for you or your team to take note of and put into practice.

Man Talking On Smartphone

Custom Scope
Something that an SDR must pay close attention to is finding a balance between the scope and quality of sales exploration. A large list of potential clients is of no use if they are not well qualified.

As a business owner, you should know that a qualified potential client takes time and strategy. It is not just a phone call or an email without content. You should think about the best way to reach them, with what words and through what medium.

For example, on calls that require voice messages, with practice you'll learn which sound bites resonate best with different buyer personas and gain confidence in your ability to communicate the next steps in the sales journey.

The same applies to emails. It's all about practicing to improve. On the other hand, there are platforms like LinkedIn Sales Navigator that allow you to track companies to stay up to date with changes and fluctuations that may affect sales channels.