Sales Development Representative for English speakers is often mentioned, but this sales role is much more understated in French companies.
So what is a Sales Development Representative?
What is a Sales Development Representative?
A Sales Development Representative (SDR) is an Inside Sales position; that means that he does not go out to meetings. He concentrates essentially on prospecting (Outbound sales). Sales Development Representatives do not have sales objectives. Their goal is to carry leads forward through the sales pipeline by qualifying prospects or making appointments with sales closers, the Account Executives.
Generally, they must generate a list of prospects or work on a list provided by Marketing, and contact and then qualify the prospects in order to see if it is worthwhile for the sales representatives to spend their time with these prospects. This allows the Account Executives to concentrate on the most worthwhile prospects.
Many companies like Salesforce, Dropbox, or Hubspot have managed strong growth thanks to this division of sales roles.
What is the role of a Sales Development Representative?
As we mentioned, the Sales Development Representative’s missions include:
Sometimes, creating prospect lists.
Making contact with prospects by telephone or email.
Qualifying contacted prospects during a short qualification call to bring them from MQL to SQL status.
Generating qualified appointments for the Account Executives.
What are the qualities of a good Sales Development Representative?
The Sales Development Representative is someone who is rigorous and organized, who knows how to learn and apply a sales process, and who can make clear notes in the CRM in order to give as much information as possible to the Account Executives.
He must be friendly in order to connect with prospects who aren’t expecting his call, as well as to validate all the qualification criteria in a natural way. It is important that the prospect not has the impression that the SDR is filling out a checklist like a robot, but rather that they are having a short discussion and getting to know each other.
The SDR is usually a junior sales representative, who will not be afraid to apply the process faithfully, and who will be motivated to process a large volume of prospects.
Are you looking for a Sales Development Representative position? Apply at Datananas.