SDR Meaning and Definition - Sales Development Representative

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An essential part of a good Sales team, The Sales Development Representative (SDR) is the result of a Global specialization movement and the development of the sales function.

Many Akimbers become SDR after their Bootcamp at Akimbo.

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What does the acronym SDR mean?

SDR is a English acronym signifying Sales Development Representative. This term is mostly used In B2B, where Anglo-Saxon terms reign supreme.

It's aboutA junior sales role specialized in making contact with opportunities. Its action is similar to The hunt for new profiles During sequences of prospecting. He is also in charge of dealing with opportunities initiated by the Marketing department (inbound).

In practice, SDR and Business Development Representative (BDR) are confused. In theory, BDR exclusively generates leads through outbound (hunting). The Sales Development Representative (SDR), like the BDR, intervenes at Start of the sales cycle.

What does Sales Development Representative mean in French?

We can try to translate the term par into French Junior Digital Sales Representative. It does not have the primary objective of signing contracts, But of generate opportunities And of prospecting marketing targets. It implements a nurturing strategy (follow-up of the relationship and maturation of prospects) that is specific to it.

The SDR carries out its missions most often in a sedentary (he does not have to travel), A bit like The Inside Sales even if the latter covers a wider part of the sales cycle (e.g. signing contracts).

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What is the definition of SDR?

The Sales Development Representative is a junior digital salesperson who generates commercial opportunities (leads) through prospecting.

Often, he is also in charge of recovering the opportunities that the Marketing department has generated, for example via webinars, a YouTube channel, etc. He therefore contacts these inbound leads in order to determine their real interest in the company and its services. If they are recognized as Relevant and usable, he will then continue to exchange with them until qualify as potential customers. He will forward these contacts to the Accounts Executives (AEs) who will resume the rest of the sales cycle, from negotiation to closing. Account Managers (AMs) will take care of post-sales commercial relationships.

In short, it generates outbound leads and also pre-processes inbound leads, in order to facilitate and focus the work of its successors. So it's a kind of filter Who only brings out the best business opportunities to develop.

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The SDR job explained in 3 points

Asinitiator of the commercial relationship, an SDR must demonstrate solid capabilities of resiliency, of communication and Of identification. Some Hard Skills, such as the mastery of prospecting tools (e.g.: HubSpot CRM, HubSpot CRM, Aircall telephone software), or even the ability to interpret data, are recommended.

But they are mostly Soft Skills such as the determination, patience or organization that are required to play this role effectively over time.

1. The Sales Development Representative: an ace in prospecting

Conventionally, its main mission is to generate Sales Qualified Leads (SQL) through prospecting. This is often even his primary mission: SDR Managers ask him to generate 30 SQLs per month, and this is what allows him to achieve 100% of his goals.

Also, SDR converts Marketing Qualified Leads (MQL) in Sales qualified leads (SQL). To do this, he must contact prospects in order to make the relationship mature, until the desire to contract. You will have understood it: an SQL is more ready to sign than an MQL. SQL and MQL are the two types of leads that are most frequently encountered.

So it is by nature an effective hunter and a commercial prospecting expert.

The structure of the sales cycle (Lead Cycle) is such that each function is interdependent with the others. He must therefore be able to identify, communicate (calls, emails), organize and advise the profiles in charge.

It is resourceful and constantly adapts to apply the best possible strategy. His understanding of the needs of his prospect and his ability to adapt determine the success of sales.

By finding relevant profiles to pass on to the AEs, he supports the work of the team that succeeds him.

2. Organization and resilience as key words

The SDR is in contact with very many people. And he faces numerous obstacles and rejections on a daily basis. He must then be able to bounce back from failure and keep a cool head in all circumstances: refusal is part of his daily life, and he must not feel it negatively.

His knowledge and his reactivity allow him to quickly identify interesting profiles or important missions that he needs to focus on.

For this, it has numerous data processing, emailing and CRM tools in order to centralize and manage your tasks. Indeed, he takes care of numerous leads with whom he must apply a strategy individually adapted to each relationship. He must then Know how to manage your work and time.

It also plans and prepares future stages of the sales cycle for AEs.. It is a process of constant adjustment, the networks allow him to stay in the right direction and to receive help when needed.

3. Active listening, a weapon of mass prospecting

The SDR works for his company, for the other departments but also for his prospects. It aims to do advance the commercial relationship. This evolution involves listening to potential customers, their needs, their activities And their questions.

He combines his knowledge of the product or service offered, the company and the consideration of each profile. With all this information, he determines and applies an adapted persuasion and loyalty strategy.

If the solution proposed to the prospect corresponds to his expectations, then the customer feels listened to and valued.

These commercial consultancy jobs require great patience and good listening skills. SDRs have technical skills but above all human and relational.

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