Challenges at work are regular and more so when you are either a fresher or a sales job. Sales Development Reps do a lot more than just hard work to succeed at sales jobs because some roles like sales require the right attributes to excel at them.
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1 . What is a Sales Development Representative?
2 . How Can Sales Development Representatives Take Your Company to the Next Level?
As per a report from One Page CRM, up to 12.6% of the calls placed by Sales Development Reps turn into positive and productive conversations, and most of them give up after up to five attempts.
Structuring an email, cold calling, and cold email techniques, and deep research on the market segment and customers are a few helpful tips and techniques to succeed as Sales Development Reps.
What is a Sales Development Representative?
Sales Development Reps are a set of sales professionals that concentrate on the outbound prospects. The marketing team supplies the lead lists to the Sales Development Reps.
The Sales Development Reps approach these leads through emails and calls to achieve their monthly quota.
A thorough knowledge of the product, staying attentive, value time, following a process, and asking even the weirdest questions to understand better are a few things that help achieve success when you are a Sales Development Representative.
How Can Sales Development Representatives Take Your Company to the Next Level?
Sales Development Reps are the face of the company. They are the first point of contact to any prospective leads. Therefore, it is vital that the Sales Development Reps adhere to the company values, have a thorough understanding of the product/ service offered, and treat themselves as the company since they represent the company.
From basic hygiene to providing suitable suggestions to the prospective leads, sales development reps must stay updated with every aspect of the company to ensure a great customer experience and portray the company at its best.
While many young aspiring individuals join the troop of the Sales team, most of them give up soon after. Both the hiring and the survival in the Sales team is dependent on a few qualities :
1 . Physical presence at work
The sales team is the most hardworking in a company. Sales Development Reps are the first to arrive and the last to leave. The main reason being they have a formidable job and even more rigid sales quota to meet on a weekly/ monthly basis.
While it seems unfair that one team works hard while others can log out once done. Presence makes a big difference.
2 . Data-driven decisions
It is crucial to make decisions based on data. Even when you fail, collecting and analyzing data to identify the key pointers would be a great idea. Successful Sales Development Reps seldom stick to a success mantra.
They are constantly looking for data and analyzing it to understand the effectiveness of the process, system, and strategy that they are using to identify any key pointers, whether positive or negative and make changes accordingly.
Data collection and analysis to make strategic decisions are vital for a good sales development representative.
3 . Consistent Performance
Generating new prospects and adding them to the sales funnel week after week may feel like a victory. However, it is also true that consistent performance is a part of becoming a good Sales development Rep.
While a consistent performance gets rewarded, it is expected of the Sales Development Reps to churn out prospective clients week after week. Consistency is the key.
4 . Numbers are the Key
Revenue depends on the closure of sales. Sales closures happen when there is a promising pipeline of prospective clients created. Sales Development Reps generate the pipeline of prospective leads.
The creation of the pipeline occurs through an unending list of cold calls, emails, and social touchpoints established by the Sales Development Reps. A good Sales development representative would never say “ I made x number of calls” or “I sent these many emails” because they know that the numbers matter.
5 . Estimations
A good Sales Development Rep will always have his estimation numbers ready. Estimating numbers for the next week/ month is possible if you have a never-ending list of prospects you are working on daily.
A data-driven sales development rep is also the boss’s favorite because the boss himself has a few higher-ups to provide the estimations. A well-organized schedule, follow-up list, and a well-researched list of prospects are vital for a well-projected list of numbers.
Conclusion
Finding someone to call takes up 40% of the time from the schedule of Sales Development Reps. It is because they do not have a good list of prospects allotted to them. While Sales Development Reps do their bit of research and cold calling, they should also have a good number of prospects on their list, so they do not waste their precious time finding someone to call.
Spending that extra hour to catch the prospects, making data drive decisions, and performing with consistency makes you a good sales development rep. Staying ahead with the numbers and excellent projections for the next couple of weeks/ months with solid groundwork enables sales. Development Reps to remain successful!
