What qualifications and attributes does an SDR need?

• In-depth familiarity with sales language, various tactics in the field and with proper sales conduct. It is important to remember that an SDR is a sales person. This skill is worth testing if a certification exam is held.
  

• Thoroughness, research and self learning ability.  SDRs often work with products, markets and leads that often change. This creates the need for repeatedly learning them well from scratch. In-depth knowledge of the product or service being offered is essential, as is preliminary work on the lead. This skill is worth testing if a certification exam is held.
  

• Excellent orderliness, organization and time management skills result in smooth and well-timed engagement with leads. This conveys professionalism and seriousness.
  

• Perseverance, determination, resilience and adaptivity. SDRs encounter resistance and need to learn how to overcome it, as well as know when it is feasible to move on. These traits are worth examining in a certification exam, with a simulator for example.
  

• Excellent communication skills and high emotional intelligence. Active listening is a key element for SDRs, as is the ability to ask the right questions in order to gain an in-depth understanding of the prospects they are dealing with. Successful SDRs know how to  conduct the qualification process as a flowing conversation rather than as a Q&A session. In addition, when presenting the company to the prospects, SDRs need to demonstrate confidence, authority, coherence and persuasion skills. They also need excellent storytelling abilities to arouse the prospect’s curiosity. This is a critical aspect of the SDRs work and should perhaps be tested in the preliminary screening interview held before registration to the course rather than in the certification exam.
  

• Excellent interpersonal skills. Efficient SDRs are those who succeed in building rapport with prospective customers for the purpose of gaining their trust. SDRs need the ability to communicate with a wide range of people using a diverse range of communication channels.
  

• Coachabilty. This entails having the confidence to seek feedback and training from colleagues and managers, as well as the inclination to try new and creative approaches and to exit your comfort zone. This creativity was described by SDRs in a study interview as follows: “This position requires people who reached relevant companies through the window or the roof rather than through the front door, i.e. people with unconventional thinking abilities”.
  

• Proficient English, preferably mother-tongue level. English fluency at this level is especially crucial with regard to the American market, where accent and native-English nuances are very important to the target audience, and American leads may not respond when these are missing. The importance of excellent English proficiency was indicated in an analysis of 21 current job descriptions, which found that 9 descriptions included Native English and 5 included Full Proficiency as a mandatory requirement for the job. This is critical to test even before registration to the course.
  

• Email correspondence skills. Copywriting skills and the ability to improvise on templates to adapt them to the specific needs of each lead are essential, as most first-time outreaches to leads  are performed in this communication channel. This is worth testing in the certification exam.
  

It appears that many of the skills and traits required for the job of SDR fall under the umbrella of soft skills, and thus a claim by Aviram Ganor, VP Sales at Riskified, with regard to the importance of sales people as such comes as no surprise: “Most tend to believe that the parameter that most influences deal-closing is the price, but studies show that only 9% of deals are closed due to price, while more than 50% of deals are closed because the sales person succeeded in actively influencing the sales process.”

What experience does an SDR need?

A report published by The Bridge Group, which provides consultation services to B2B companies directed towards optimizing business and sales development strategies, indicates that the required experience of SDRs employed in recent years dropped significantly and that 41% of the companies interviewed for the report hired SDRs with experience of less than an year ( and an additional 42% hired SDRs with one to two years of experience). In addition, job descriptions indicate that 9 out of 21 hiring companies describe the job as an entry level position that requires professional experience in sales or work with customers (and not necessarily in the specific job of SDR).

Sample descriptions of current SDR positions

Example #1 (1)

We’re growing and looking for a passionate Sales Development Representative (SDR)!

The ideal candidate is an energetic self-starter with the ability to identify relevant prospects, influencers, and key decision-makers within accounts. You will discover qualified opportunities by responding to inbound interests and targeted outbound prospects to build rapport and establish long-term relationships.

Responsibilities

• Drive top-of-the-funnel lead generation for account executives and sales  managers
• Update and manage all sales activities, opportunities, and account information in CRM
• Consistently achieve monthly quota of qualified opportunities
• Find creative ways to generate relevant prospects
  

Qualifications

• At least 1 - 2 years of relevant work experience
• Excellent written and verbal communication skills
• Ability to multi-task, organize, and prioritize work
  

Skills

• Communication
• Sales
• Working Experience
• Account Executive
• Customer Relationship Management (CRM)
• Inbound Marketing
• Sales Operations
• Sales Management
• Lead Generation
• Skilled Multi-tasker
  

Seniority Level: Entry level

Example #2 (2)

The Role:

As a Sales Development Representative, your day to day will be rooted in hybrid Inbound/Outbound lead management. The most important part of your job is collaborating with sales executives on strategic plans for opening discussions, creating relationships, and building a pipeline of future customers.

Being the first point of contact with prospective customers, this position is critical to the growth of our business. We are seeking people that can perform the task with exceptional customer experience while demonstrating the positive impact of our product.

This is an opportunity to take your sales skills to the next level by selling a fascinating, sophisticated, technical product that immediately delivers value.

Why Should You Join?

• ‍‍‍‍Grow your career under the tutelage of world-class Sales Development leadership!
• Boost your skills by selling a fascinating product that immediately delivers value!
• Learn an industry through detailed training led by our world-class enablement team!
  

What You'll Do

• Partner with account executives to start the sales process and expand Sisense's client base
• Create sales opportunities by converting Inbound leads and hunting targeted accounts   
• Support sales on upsells and expansions into existing accounts
• Excel in account research, value proposition delivery, and Call/Email Sequence building 
• Manage a variety of sales prospecting and orchestration solutions
• Achieve quarterly opportunity goals
• Live our core values: Authenticity, Inclusive, Caring, Challenging & Customer-Obsession            

What You Should Have?

• Can-do attitude, highly organized and evidence of a strong work ethic
• Skilled communicator and a superb listener
• Experience working in a high input and time-sensitive environment
• Experience with a CRM and/or other sales tools
• Ability to maintain European hours on a Monday-Friday work schedule
• Advantage: A business degree
• Languages: German native speaking is a must!
  

Seniority Level: Entry level

‍
Example #3 (3)

We are seeking a highly motivated Sales Development Representative professional to join our great Fintech team.

Responsibilities

•  Maintain a self-starter attitude while creating outreach strategies for new lead generation methods.
• Anticipate needs by studying services and conducting market research to identify new leads.
• Support sales and business development teams on outbound strategies and lead generating efforts.
• Be the first point of contact for new business prospects and determine the next steps for each prospect moving forward.
• Establish active communication and engagement with prospects to create new leads and sales openings. 
• Work days are Sunday-Thursday.
  

Requirements

• ‍‍Native English speaker- MUST.
• 1-2 years of experience in Sales Development jobs (SDR/Inside sales).
• Experience at an internet/online company.
• Strong verbal and written communication skills, social skills, a positive attitude, and the  ability to thrive in a fast-paced, collaborative environment.
• Enthusiasm to make outbound telephone calls, obtain referrals, and build a robust pipeline.
• Comfortable utilizing consultative selling techniques.
• Dedicated to delivering a high level of professionalism and responsiveness.
• Have experience using LinkedIn Sales Navigator or other similar prospecting applications while keeping track of dead-end leads-advantage