Sales Development is the front-end of the Sales Cycle. The art of combining with someone is troublesome, but when you connect you own a few seconds to create interest and a couple of minutes to manage objections and close a meeting. A Sales Development Rep is one of the most important roles in an organization that can build to deliver a seamless, efficient revenue machine. It is the team that helps you connect the qualified leads.
There are two categories of metrics one should track when thinking of an SDR Team:
- 1. Operational
- 2. Strategic
There are two main SDR skills – These are learned and applied abilities.
Soft skills – these are informal abilities that are learned over a person’s lifetime and usually relate to the person’s aptitude in performing common tasks and connecting with other people.
Hard skills – these are often formal and technical abilities learned from academic institutions, workplaces, seminars, mentorships, and training courses.
Traits for being a Great Sales Development Rep
Modern SDRs must be creative. It’s not enough to blindly follow a process: the modern selling landscape has changed drastically in the last 15 years. Great SDRs must adapt to the changing landscape and think for themselves.
On a daily basis, SDR’s deal with constant rejection. To be successful, you must have a passion for the product and sales itself.
Top SDRs focus on winning – they have an internal quota that is higher than the one their target set.
One can’t be a successful SDR if they are not competitive. Your candidate will be doing the toughest job in sales. This will allow you to offer your clients better and greater value. Salespeople who achieve enjoy counting their skills against their competitors.
SDR should have the right sales skills to have meaningful conversations with every customer. This role is an important one, as they must be able to accept and act on feedback. With training and coaching that supports the development of key sales skills, organizations can equip their sellers to close more and bigger deals
For an SDR to be successful, they need deep conceptual curiosity. In simple terms, they should know about the prospect that Does they have an interest in their product or services, if not what can build the prospect interest in them.
The best SDRs are aware of their ability and what they are going to do in a particular month. This is what integrity is when viewed through the lens of the sales. Integrity is two parts honesty and accountability.
Great SDRs actually listen more than they talk. The vocal side of the SDR position is asking questions and then implementing or offering values. The skilled Sales representative can discover opportunities in the different answers of various contacts.
Undertaking matters into their own way is the sign of the real professional here. If there’s a product or service that needs to be sold, they can find the way.
Detailed knowledge about clients, business trends, competitive solutions, and other business intelligence allows a salesperson to make better decisions, engage the right customers better, and close high-value deals while shortening the sales cycle.
A good Salesperson should know how to sense what their customers feel. By knowing about the buyer’s needs, you know just how to sell a product or service. Empathy is a vast way to envision what a customer wants.
An excellent Salesperson understands how to balance deals and they try to close it with promising leads. They can even acknowledge the queries via email and on the phone. Great multitasker SDRs make excellent add-ons to any Sales Team.
For achieving successful goals Sales Development Representatives follow the five best practices.
- 1. Establish a scalable hiring process
- 2. Get full ramp in month or two
- 3. Create an internal SDR promotion path
- 4. Monitor and troubleshoot underperformance early
- 5.Maintain a high degree of hands-on coaching
Best Practices that SDRs Should Follow
- 1. Knowing the product
- 2. Implementing smart processes
- 3. Customizing outreach efforts
- 4. Pinpoint the right timing
- 5. Being resilient
Key Sales Skills Every Rep Should Have
- 1. Communication
- 2. Prospecting
- 3. Discovery
- 4. Business Intelligence
- 5. Social Selling
- 6. Storytelling
- 7. Active Listening
- 8. Objection-Handling
- 9. Presentation
- 10. Negotiation
- 11. Territory Management
- 12. Technology
- 13. Buyer Research
- 14. Time Management and Planning
- 15. Curiosity
- 16. Judgment
- 17. Collaboration
For the Sales Development Representative, a great value proposition is the cornerstone of the whole selling process. It helps your emails be more crisp and relevant. It keeps your voicemails from rambling. But most importantly, it’s the only way you stand a chance on a cold call.
Some of the value props that SDR should understand according to the buyer’s props are
- 1. A value proposition that is suitable to their business.
- 2. A value prop that is easy to understand.
- 3. A Salesperson who is engaging and energetic.
- 4. A Salesperson who can turn into a valuable business conversation.
Although some SDRs inbuilt have this skill, others may need some help. Giving the best practices to your star SDR through a formalized peer learning program can be a good starting point. With VSynergize SDR Team, it is easier to gain insights into what is working vs. what is not. Instead, your organization will learn significantly about the target market work, strategic campaigns that give higher results and insights about prospects. We can guide you to make a breakthrough and help you scale your B2B marketing strategy. Contact us today via email at email@example.com or call on 855-203-8196.