Sales Development Representatives (SDRs) aim to identify new qualified leads and book meetings for Account Executives to sell as many products or services as possible. They play an integral role in a company’s success. SDRs spend a lot of time researching and talking to clients on behalf of the company. This initial contact with clients drives new business and revenue, making it one of the most important roles for company growth. These new business meetings eventually bloom into close client relationships that will become the building blocks for the business moving forward.
If the SDR role sounds intriguing to you and you want to learn more, this article will go over the responsibilities and impact of the role.
Conduct Market Research
Doing regular market research is an integral part of selling a product or service. As a Sales Development Representative, market research allows you to learn more and understand your target markets, customers, and competition. By putting time aside to stay up to date with current market trends, you will be able to move forward with more proficiency and meet customer needs more accurately, allowing you to maintain an advantage over your competitors.
Network and Build Relationships
The success of an SDR is often attributed to their ability to form and manage relationships. Cold calling, networking events, and social media platforms are all places and platforms to find new sales opportunities. Before thinking about the rewards of closing deals, SDRs should be focused on the needs and concerns of each client, their pain points, and how your company is the best fit to remedy that problem. Even after making a sale, it’s crucial to maintain a positive relationship with the client. This will open the door for customer feedback, and build repeat business and recommendations to new clients in the future.
Within the sales development representative role, reporting is an essential function. These reports are useful tools that allow SDRs to gather and present sales data. They provide reps with data to enable them to track team performances, sales goals, and progress over a certain period. Sales reports can also help forecast future sales performance and reveal opportunities for improvement and highlight the progress of different teams.
Booking Meetings and Working with Account Executives to Close Deals
When SDRs book meetings, they'll likely encounter objections, questions, and more when speaking to prospective clients. SDRs need to negotiate and educate prospects to break down how their product or services benefit them in a short time. To get to a position that is rewarding for both parties, you might have to go through a fair bit of back and forth with the client. Handling various customer demands can often be challenging for both SDRs and Account Executives trying to control the terms of a negotiation. Therefore, you may need to sharpen up your communication and negotiation skills. You can do this by taking a training course, with the ultimate aim to understand and then apply the various techniques used in negotiation.
As an SDR, you should always be open to receiving feedback from your Account Executives and clients. Even if the feedback is mostly positive, you should always be looking for areas to improve in. You can share this feedback with your team to ensure that the organization is operating on the same wavelength and that your sales team is striving towards one common goal.