The SDR
A dirty representative development or representative of sales development (SDR) is a person who focuses on prospecting, moving and qualifying prospects in the sales pipeline, then transmits these prospects to persons responsible for the conclusion of sales.
The Sales Development Representatives allow employees who conclude a sale to concentrate their time and their efforts on the tracks with the greatest conclusion potential.
Sales development agents are educators who help prospects identify solutions to their problems. To do this, they develop an understanding of the needs of a prospect, then provide relevant solutions, ideas and information, without "presenting" a product.
A key task for SDRs is to identify and eliminate people who have no interest in buying a product and eliminating them from pipeline to avoid wasting future resources.
The representatives of sales development use a variety of communication forums in the exercise of their functions, such as: social media - to share knowledge and settle as an expert on platforms such as
- Linkedin (for example, by publishing white pods and webinaries) and to identify potential targets and initiate presentations.
- E-mail-to initiate conversations with prospects in order to educate them more and establish a first report.
- Telephone contact - to have more in -depth interaction with a prospect. Telephone awareness is the most difficult forum due to the required skills of sales development representatives, including active listening skills, knowing how to overcome objections and having self -confidence.
SDR work behind the scenes to speed up the sales process for others. They must bet on quality in addition to the quantity. Awareness efforts should not be blind and too wide. SDRs must be able to identify and resolve specific challenges and problems.
The salary of the Sales Development Representative
Salary in permanent contracts of an SDR expert in France:
Junior: 25-35 k € (fixed) + 5-10 k € (variable)
confirmed: 35-45 k € (fixed) + 10-20 K € (variable)
Average daily rate (TJM) of a freelance SDR:
Junior: 150-180 € (TJM) + 0.5-2 K € (variable)
confirmed: 190-250 € (TJM) + 1-3 K € (variable)
Role of a dirty reproductive development
Now that you have a good understanding of what a Sales Development representative , let's examine its role, its responsibilities and its objectives. The role of a sales development manager (SDR) differs according to the definition of each company.
But above all, the role of an SDR is double: the commercial prospecting inbound and outbound.
The SDRs contact potential prospects or quickly follow up on those who have inquired about your business and your offers. The three main channels they mainly use are the phone, emails and social networks. In short, the Sales Development Representatives affect prospects in all directions, so that prospects know who they are and what the product consists of. The role of an SDR is similar to that of a consultant where he actively listens and brings a solution adapted to prospects. SDRs include the prospect's business model; Analyze if your product is suitable and explain to prospects how your solution can help them solve and improve their activity. To better understand, here are the roles and responsibilities of an SDR.
Search, identify and prospect new customers
Sales representative development must have a good knowledge of the prospect industry, the sales process, competition and convincing events to have effective and significant conversations.
Make more calls and send more emails
SDRs must contact potential prospects or quickly contact those who have inquired about your business and your offers by phone, email and social networks.
Organize quality meetings and meetings
SDRs must write the list of intelligent questions to ask during the call, or create a commercial call script to qualify or disqualify prospects, and organize quality meetings with commercial executives.
Description of the sales development manager
If you are looking to hire a sales development and need a job description, the one below is an excellent example to help you start. Of course, you can add your specifications and requirements and customize them. The responsibilities of an outgoing sales development representative include: qualifying prospects from marketing campaigns as a sales swapports contact potential prospects through cold calls and emails presentation of the company to potential prospects
Responsibilities
- Qualify the prospects of marketing campaigns as a sales opportunities
- Contact potential prospects through cold calls and emails
- Present our business to potential prospects
- Identify the prospect needs and suggest appropriate products/services
- Establish long -term relationships of trust with prospects
- Proactively search for new commercial opportunities on the market
- Organize meetings or calls between (potential) customers and commercial executives
- Report to the sales director on sales results
Terms
- Experienced work experience as a sales development representative, sales account manager or similar role
- Practical experience with several commercial prospecting techniques such as cold calls, cold emails and social awareness.
- History of sales quotas damage
- Work experience with a CRM
- Good understanding of sales performance measures
- Excellent communication and negotiation skills
- Ability to make attractive presentations
Skills and qualities of a dirty reproductive development
SDRs must be fast, excel in online conversations, master the tools, be excellent content researchers, have a positive attitude that is not spoiled by poor interaction. Here are some of the skills that each SDR of your team should have.
Prospecting skills
The Sales Development Representatives must be familiar and master the language of sales - what are the purchase signals to be monitored? What words to use to encourage customers to buy? What is the right time to ask the right questions?
The art of listening
The SDRs must actively listen to each conversation with the prospect, interrupt him when he needs clarification and ask in -depth questions which allow him to explore the mind of the buyer.
Product knowledge
The commercial representative must have adequate knowledge of the functionality, advantages and weaknesses of your product before creating effective arguments and connecting customers to your solution.
Webinaries
Webinaries require people to share their messaging identifier, making it an ideal lead generation activity. Gas webinars, with relevant subjects and quality stakeholders, can create a brand around your business.
Time management
The ability to optimize time improves sales productivity and creates a high performance environment. This non -technical skill associated with CRM software and other technologies offers a significant return on investment for any business.
Communication skills
Good to establish relationships and start a conversation by phone and e-mail. Effective communication also makes it possible to avoid objections by clearly explaining how your solution can solve a commercial problem.
Tools used by SDRs
Sales development representatives must work hard to create qualified prospects and transmit them to sales managers to conclude business.
However, this is not the only thing the SDRs have on their plate. Commercial representatives must also research the prospect before getting into contact with him, following cold and hot prospects and responding to those who have expressed their interest. Since the entire commercial prospecting process can be tiring and time -consuming, SDRs need productivity tools that can accelerate their process.
These tools, of course, must be simple and user -friendly because SDRs cannot afford to waste their time on training and customizations.
Let's take a look at 3 of the essential tools that help increase the productivity of salespeople.
SDRs need a wide range of sales productivity tools that can help them achieve what they want without wasting time and effort. And LinkedIn Sales Navigator is the one that no SDR should do without.
SDRs must configure preferences using which LinkedIn Sales Navigator provides prospects recommendations. SDRs can then create a list of prospects, find the right prospect to connect and contact him via Inmoils.
Linkedin Sales Navigator is ideal for finding and getting in touch with prospects even before the first conversations.