What Makes a Good SDR?

November 4, 2021
Business Development

For many sales organizations the Sales development role or SDR, has become a more pivotal piece to how companies generate leads and build revenue. Here at Key Outreach, we work closely with our SDRs on a daily basis to make sure that they are getting all of the support they need. We recently discussed what traits do you need to have to be a successful SDR. Here are some traits we came up with.

1. Great Time Management Skills

Working as an SDR, there will be times where you are working in a fast-paced environment. It’s important that you manage your time correctly. As an SDR you will constantly be asked to juggle tasks.  During your day-to-day, you're tasked with emailing your prospects and searching for new ones to connect with. You’ll also have to keep track of upcoming meetings and might have to reschedule some of them. If you are looking to stay on top of things, it all starts with how you set up your calendar. Add reminders to your calendar for tasks like following up with prospects, and reporting numbers. To make sure you are dedicating time to nurturing your prospect and looking for new leads, create time blocks within your schedule to dedicate to those tasks. These small changes to your time will set you up for success and pay off in the long run.

2. Coachable SDR’s Are Highly Favored

The best SDRs come from individuals who have a willingness to learn and improve. Show your account executives and managers your eagerness to learn. Ask questions about the business and what you can do to contribute to the company's goals. Your managers want you to succeed and grow so make sure you are taking in the knowledge that they are giving you. Be open to constructive criticism and use it as a positive force to help you get better.  The SDR's role is a foundational piece to becoming an account executive, so look at the work you do for this job as your training for the next step in your sales career. Being coachable goes a long way to a successful career in sales

3. Become Experts in Your Industry

As an SDR you represent the first dialogue between your company and a prospect. The last thing you want to do is reach out to those and don’t know how to speak their language. To be a top SDR you need to become an expert in the industry you are prospecting in. Not all industries are similar. If you are going to reach out to lead, you want to understand what problems occur and how you can provide a solution. Look to learn more about the common KPIs companies in those industries are trying to hit. be within those. If you become an expert within your industry you will be able to create complex ideas that will entice your leads to take a meeting with you. Experts can turn industry learnings into easy-to-understand concepts. That’s what will separate you from the pack.

4. Fail with Grace

To be frank, the sales world isn’t always the easiest environment to work in. There will be times you’ll have weeks where you haven’t set any meetings for your account executive. After sending dozens of emails, you might receive a rejection from people on a day-to-day basis. Unfortunately, you might come across someone who isn’t having the best day and might respond with something that can bring down your morale for the job. If you are looking to be successful within the role, you need to embrace your failures and keep finding ways to achieve your goals. Be open to sharing your failures to your team. One of your teammates could be dealing with a similar issue could open up a discussion on what the team can do better.  It’s not easy to pick yourself up when things aren’t going your way, but if you can you’ll be able to do anything in an SDR position. Like they say, tough times don’t last, tough people, do. Top SDRs Use their failures to motivate themselves to be the best in their role. Your company will be impressed when you start driving quality leads.

As the SDR role continues to grow, more sales organizations will continue to look to them to generate more leads for their company.  They represent that first line of communication between your company and potential opportunities. If nurtured correctly their dialogue can lead to developing a fruitful relationship with prospects.

Want to turn great SDRs into extraordinary ones? Learn more about how Key Outreach’s process can empower your sales team to prospect better, smarter, and faster.

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