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The Sales Development Representative (SDR) plays a key role: he generates business opportunities by executing prospecting sequences.
The strength of Sales Development Representative (SDR) resides in his Power of persuasion And her resiliency. Armed with his knowledge of the market, the services of his company and his target, he is a huntsman fearsome. Its action initiates the whole process of commercial prospecting. This role is considered to be a ideal front door in a commercial team.
Many Akimbers become SDR after their Bootcamp at Akimbo !
What is an SDR commercial?
The Sales Development Representative (SDR) intervenes at the start of the sales cycle. In practice, its role is essentially to take care of the outbound commercial prospecting, that is to say contacts with defined targets.
But be careful: in theory, it is a salesperson in charge of the prospects generated by the Marketing department (therefore via inbound). It then retrieves contacts generated by the marketing and accompanies them throughout the sales cycle (Lead Cycle). Again, theory and practice often don't mix...
In theory, the SDR is therefore responsible for the qualification of potential customers. having already shown interest for the product or service marketed by the company. Its action stops once it is done. It then passes on these potential customers to more experienced salespeople such as Account Executives (AE) or Sales Managers (SM) who will negotiate the contract.
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How do I become an SDR?
There is no predefined curriculum to become an SDR. It is common for the individuals in this position to come frombusiness schools Ranging from one level bac +3 to bac + 5. However, it is just as common to achieve this via Other ways.
Even without a diploma or in retraining, Motivation, lResilience and Ambition are the best assets for this position. Some profiles in reorientation, like salespeople in traditional sectors, lawyers or soldiers, can apply for the position of SDR. In fact, this role requires Soft Skills communication, organization and stress management. Among Business Development jobs, SDR is a job reachable to individuals who favor social intelligence. After 12 months, this role also allows you to develop your leadership by starting to manage teams.
To reinforce certain paths, many short courses (ex: Akimbo Bootcamps 😉) exist to acquire the skills to become SDR, and get a permanent contract.
Why become an SDR salesperson?
To be SDR, It is to be a huntsman. It is a role ofaction And of Risk taking essential to business activity.
He is responsible for initiating contacts with a significant number of potential customers, and manages his own organization and relationships.
SDRs are responsible for sales development and condition the work of a team of adjacent salespeople.
Initiated in the English business world, the commercial profession is now experiencing a Specialization movement. The recognition and recruitment of this type of role is in full expansion. Candidates are increasingly endowed with a strong experience, even if numerous routes are possible.
It is a position that enjoys a strong recognition in the Tech ecosystem, especially with regard to Sales & Business Development jobs.
The SDR is A position of responsibility Who offers interesting prospects for developments after only 12 months of experience.
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What are the missions of an SDR?
- Control the resources available
The SDR organizes its work through its databases And its networks. These tools will make it easier for him to administrative and organizational tasks. Information about the product/service and the customer is indispensable in its identification work And of Loyalty.
- Dealing with inbound leads
The SDR retrieves leads identified as opportunities by the Marketing department (answers to a questionnaire, information request, etc.). These profiles are potential customers who initiated the contact. Some leads won't turn out to be interesting in the end. to continue the process. The SDR will abandon these files and will focus on those whose feedback was positive.
- Generating outbound leads
The SDR creates and executes prospecting sequences in order to detect business opportunities. In practice in France, this is often the basis of his profession. So he's going to send a lot of emails, pass a lot of prospecting calls and start discussions with numerous prospects.
- Qualifying prospects
The SDR will contact the leads to determine their true interest and potentially the convince to consider collaboration. This assessment consists of introduce the company, its product/service and compare these proposals to the needs of leads. There will be demonstrations, justifications to finally be able to qualify it. The customer will be listened to and consulted in order to determine the best possible approach.
- Transmit qualified leads
Once qualified, the SDR transmits customer profiles to Account Executives (AEs) who will take care of continuing the sales cycle (appointments, negotiations until closing).
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What is the salary of an SDR?
As with many Sales & Business Development jobs, the remuneration is built in Package. It is composed of a fixed part (who is honored in all cases) and a Variable portion (which depends on the objectives achieved).
Depending on the performance of the SDR, the variable portion can reach 50% of the total salary.
On average, the salary of a SDR in France is between 40 and 65 thousand euros gross per year.
However, this amount goes vary according to the level of experience of the SDR (junior-senior intern).
How do you be a good SDR?
An SDR has a strong motivation and A self-determination that it needs to deal with obstacles and denials.
In addition to his certain ability to argue, he must Know how to organize your work and time. He takes care of a large number of leads, it is therefore essential for him toidentify its priority missions and to carry them through.
Also, the SDR is always concerned about Enquire more about its market and its object of sale in order to better present it. The process oflearning is continuous, it always seeks to improve itself, perfect its customer relationships and optimize its results.
He knows how to sell by targeting the right people. It uses theActive listening to understand your leads and their needs. This information gathering is useful to apply the right sales strategy, but also to represent a figure of trust and advice for the prospect.
Most of this work is done independently. However, the SDR should not Do not close yourself to outside recommendations. He regularly discusses best practices with his colleagues.
Likewise, he must be able to master the office tools and CRM. It needs some form oftechnological assistance to centralize and manage all your tasks (calls, email).
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