What is Sales Development Representative’s SDR Role?

Once a lead is qualified, the SDR moves them through the sales pipeline and passes them to the account executive. The executive then continues nurturing the lead through to closing the deal. Even the most enthusiastic inbound leads are unlikely to be ready for a meeting after just one call. It’s up to the SDR to nurture those new leads and further educate them on your product or service. Their measure of success is based on the number of sales qualified leads (SQL) they collect each month.

  • Once a connection has been made, SDRs are responsible for contacting leads, qualifying them as prospects, educating prospects about the product or service and scheduling meetings with the sales team.
  • So if you’re looking to become a successful sales development representative, check out our online courses.Apply today and start your career in tech sales.
  • If you are looking for a better way to handle sales without tapping your own resources beyond their means, this could be the ideal solution.
  • The benefit is getting to understand how companies get and convert potential customers into long-term happy customers.
  • They also need to be able to draw direct connections between the needs and pain points of a prospect to specific ways the product or service can solve those issues.
  • The customer relationship manager (CRM) is the source of truth for salespeople.
  • It stores their contact information, helps you track their demographics and allows you to automate communication.

But a sales development representative’s career path isn’t always straightforward as some may think. An SDR is responsible for conducting market research so they can learn what potential buyers are looking for in a B2B product or service provider. Through market research, the SDR can identify gaps in the sales process, which may be helpful as a starting point for meaningful conversations.

— You will learn how companies work

From there, the SDR can highlight your business as the better provider that can relieve the prospect’s pain points. Whether it’s a sales-qualified or marketing-qualified lead, SDRs qualify any lead that comes in so your sales and account execs can conduct a sales meeting that has a high chance of converting. SDRs can have a big impact on your sales success, but you can do even more to help both them and your overall sales process.

what does a sales development representative do

According to Comparably, the average sales development representative salary in the US is $74,764 a year of which $57,264 is a base salary. Working in sales development has evolved massively in the last decade or two. Sales reps used to start on a traditional sales floor, picking up phones and talking to prospective clients.

Explore an SDR career with Coursera

The role is usually an entry-level position that doesn’t require years of experience, making it a good way to start in sales. Depending upon your marketing and sales process, this will look different in inbound sales versus an outbound sales model. Instead, SDRs spend time learning about a prospect’s needs, industry, position, and other factors to discover whether or not the solution being sold will benefit them. If there’s a good fit, the SDR will educate their prospect, at a very high level, as to the value the product or service offers. Being a sales development representative (SDR) is both challenging and rewarding. It can be an excellent stepping stone into higher level sales positions and provide immensely valuable experience.

what does a sales development representative do

However, they have the potential to increase their total compensation by between 50% and 150% through bonuses, commissions, profit sharing, and other perks. The world of an SDR revolves around lead generation, rather than closing new deals. SDRs are typically measured by how effectively they move leads through the sales pipeline. They’ll take leads through the early stages of the sales pipeline before passing them on to a sales rep or account executive to make the sale.

Skills Every Sales Development Rep Needs to Master in 2023

There are two essential concepts that you need to know – outbound sales and inbound sales. Generally speaking, sales development representatives will focus on inbound prospects. Business/sales development representatives create their own outbound sales communication.

what does a sales development representative do

If you want to make a good impression on your prospect, do your homework and check at least the prospect’s job title, industry, and location. 💡 Click on the video below to learn about a day in the life of an SDR and Gabby’s advice on managing responsibilities in her role. Below are the average salaries for Sales Development Representatives in seven of the top tech employment markets in the United States. For further research, click on each bullet to reach our local compensation analysis tools. This front-end work is the responsibility of Sales Development Representatives (SDRs).


Their passion is to learn about prospects’ challenges and educate them as to how a service or product can make their life better. SDRs have thick skin when it comes to hearing “No” and they enjoy the challenges inherent to selling. They must know how to ask the right question that will help them identify a prospect’s needs, and then lead them to https://wizardsdev.com/en/vacancy/sales-development-representative/ understand specifically how the product or service can help. What makes it rewarding is that when a prospect turns into a customer, SDRs get to take pride in knowing they played a direct role in that sale and that their product will truly help a prospect. Not to mention the monetary rewards and career growth opportunities are excellent for SDRs.

what does a sales development representative do

A key part of an SDR’s role is being able to respond to different situations. After finding promising leads, SDRs will contact them to get the ball rolling. SDRs also use BANT (Budget, Authority, Need, Timing) or other lead qualification frameworks to determine who’s likely to buy before making contact.

As you qualify leads and advance them to subsequent stages in the sales process, you’ll need to communicate clearly with other sales team members so that leads have a smooth experience making their purchases. An important part of working with prospects early in their buyer’s journey is educating them on the brand you represent and its products and services. Be sure to ask prospects questions to discover their needs, what they’re looking for, and what they are experiencing that might lead them to the products and services you represent. Be able to offer information about products and services that helps prospects make empowered purchase decisions.

This is when an SDR stands in for one of the AEs and takes over the role for a day or even for one call. It also creates opportunities for exposure but, more importantly, is a proving ground. Here at Cognism, we have the best SDR team, and we want to share all we know about their role in sales and marketing. We’re including expert quotes, videos, and extra resources to cover the topic in depth.