A Day In The Life Of an (SDR) Sales Development Representative
A sales operation cannot function without qualified leads. Speaking with individuals who aren't a good fit for your product is pointless. Qualified leads do not, however, appear overnight. Sales development representatives, or SDRs, play a key role in the initial stages of the process, which involve careful nurturing and in-depth research.
The sales development representative (SDR), once a specialist job utilized in a small number of organizations, is now seen as a crucial function in many enterprises across several industries.
SDRs typically have busy and tedious work days because of the nature of their job. This article will explore a typical day in the life of an SDR and a little bit about their processes.
Who is an SDR?
Every sales team includes a sales development representative (SDR). SDRs establish the groundwork and move leads down the pipeline. They interact with leads by nurturing them and observing their behavior. They determine who is a prospect, or someone who may purchase in the future, and who is not going to buy. SDRS also sets out to schedule appointments once the leads have been routed through automated systems.
The sales cycle would be substantially longer without the lead qualifying procedure done by SDRS, and senior reps would spend time talking to customers who weren't ready to make a purchase.
To put it briefly, an SDR manages the lead up until the meeting is scheduled before passing it on to the prospects' account executive for closing.
Roles of SDRs
Instead of making sales, an SDR's duties include qualifying and
generating as many leads as they can.
The SDR can determine whether the prospect is a good fit by
combining market research with individual prospect research to find out more about a particular lead. This might involve looking up social media accounts or conducting a Google search on the history and most recent news of an organization.
SDRs communicate with prospects via a variety of channels. This
covers conversations via the phone, voicemail, email, social media, live events etc.
They help to educate prospects to alleviate specific pain points by
using insights from their research.
SDRs also respond to inquiries and distribute useful materials to
5 Top skills exhibited by SDRs
An excellent SDR can communicate effectively, change fast to new conditions, and keep a good attitude in the face of rejection. Here are five skills that successful SDRs need to flourish in their jobs.
Knowledge of products
Tenacity and flexibility
- Excellent communication
Communication skills among sales development reps are top-notch. They need to fully listen to the prospect's concerns as well as showcase the advantages of the firm without trying to pitch it. A good SDR pays attention to verbal and nonverbal signs and refrains from interrupting. They listen carefully and remember what was said this helps them gather valuable information for future use.
- Knowledge of products
It will be challenging to persuade a prospect that they require your product if you don't know it inside and out. SDRs must get knowledgeable about all products and services, including price and technical specifications, that their organization provides. Doing this will help them answer any questions the prospect may have.
SDRs also need to be dedicated to continuous learning. Working together with senior reps, speaking with other departments, reading about market changes, and utilizing the product personally are all necessary to achieve this.
SDRs must be extremely organized and have excellent time management skills and this is because, in a single day, they could make contact with many different prospects and follow up with those who have previously expressed an interest in the business.
- Tenacity and flexibility
You must be able to face rejection as an SDR without taking it personally. It's important to maintain good manners, keep your cool, and figure out where things are going wrong, especially when dealing with prospects who are upset by your call or who are intentionally being difficult to reach.
In addition, SDRs need to be flexible enough to abandon a set checklist if a prospect asks some unexpected questions. They should also recognize chances for further investigation and constantly prepare to show prospects how a product or service might solve their problems.
In addition to the above skills, you must be capable of performing research. It is a crucial step in the sales process and aids in the discovery of all the data you require to improve your clients' offerings. There are many tools available to assist, but being able to research the necessary information can make your job easier.
A Day in the Life of an SDR
There is no set blueprint for an SDR's daily schedule because every business is unique, but here is an example of a typical day in the life of an SDR featuring some of the duties they could complete on a normal day.
Setting the tone for the rest of the day requires a successful morning routine. An SDR should utilize their mornings to get ready for the day, get in the selling mood, and progressively increase their sales activities.
- 6:00 - 6:30 a.m: Start the day
Don't use the snooze button to avoid rushing and messing up the rest of the day. Waking up early will help you get in a better mood to speak to leads.
- 7:15 am: Breaking fast
Every sales rep deserves a healthy breakfast to start the day. Talking to leads on an empty stomach might not end well. It is not advisable to eat on the move unless your commute allows you to sit down and do so, such as on a train with a table.
- 7:30 am: Morning commute
It is optional, however using commute as an SDR allows you to read up on the most recent business news, listen to podcasts, surf social media, or conduct some preliminary market research.
- 8:00 am: Arrival
Arriving at the office on time can help you settle down and prepare yourself for the day. Your day will be more productive if you are well-rested and fed.
You can respond to any emails, check social media while keeping an eye out for important communications, and search for articles and insights if you arrive earlier.
- 8:15 - 8:30 am: Participate in a stand-up meeting
SDRs usually attend stand-up meetings first thing in the morning. The specifics of this will differ from sales team to sales team. This meeting is an opportunity for an SDR to gather crucial information and get psyched for sales success.
- 8:30 - 8:45 am: Take a look at your daily routine.
You don't want a meeting or a call from a customer to catch you off guard. Make sure you've set up notifications so you can arrive on time. If preparation time before the meeting is necessary set a reminder.
This is an important aspect of an SDR's daily routine, this keeps them up-to-date and ensures they don't miss anything. You can also use this time to look through your social media to check if you have potential clients.
- 8:45 - 9:45 am: Check email and quickly respond to any follow-ups.
Managing your email is an excellent routine that will help you develop a selling mindset. While this is a terrific opportunity to send out fast responses, avoid spending too much time on email in the morning.
- 9:45 -1 0:15 am: Make a list of the prospects you want to reach out
to right away.
One of the most significant SDR tasks is prospecting. Make a list to work from to prospect effectively. Ensure you have all the necessary details before making calls or sending emails.
- 10:15 -10:30 am: Stretch your legs
Before you start prospecting, it can be necessary to stretch your legs, grab a coffee, and step outside for fresh air. This can help you prepare for the work ahead.
- 10:30 am -12:00 pm: Make calls and send prospective emails
It's time to start calling and emailing your contacts. Create a method for accomplishing this quickly. Take care of clients and prospects who need more time to respond, if necessary. Also, make time in your schedule for those who need a more detailed answer from you and who you were unable to respond to earlier.
Tips for a More Productive morning
Avoid the impulse to continuously check your email. Emailing for six
minutes per hour builds up and distracts you from your task.
Review the prospect's details quickly before getting in touch with
them. For best results, it's beneficial to put this on your prospect spreadsheet.
Use a computer or phone alert if you have problems staying on
schedule. By doing this, you may escape the trap of spending too much time replying to emails and too little time prospecting.
LUNCH BREAK (12:00 -1:00)
This is a perfect time to slow things down and clear your head. Chew your food slowly and savor the taste. Avoid the urge to eat while working. Enjoy your lunch, work can wait.
After your lunch, you will be ready for an effective late afternoon. You have the opportunity to continue prospecting, respond to follow-ups, and get ready for the next day.
- 1:00 - 1:20 pm: Communicate with your manager
Your manager does not need to hear from you daily, however, you should stop by sometimes to quickly update them on your progress, accomplishments, and difficulties. You can also use an email for this.
- 1:20 - 1:50 pm: Visit appropriate social media platforms
Spend time on essential social media platforms like LinkedIn to observe leads and discover new ones. You can use this period to schedule social media posts and check your feeds.
- 1:50 - 2:20 pm: Go through your email
Check emails you sent earlier in the day for replies. If you haven't finished any lengthier replies, do it now so that you may start the afternoon fresh.
- 2:20 - 3:50 pm: Increase your prospecting activities
Continue calling, emailing the people on your prospect list. It's often best to get in touch on different days and times to increase your chances of getting a response.
- 3:50 - 4:00 pm: Take a break
The job of an SDR can be stressful, so it is necessary to take short breaks in the day to maximize performance.
- 4:00 - 4:30 pm: Research prospects to reach out to the next day
It's a terrific idea to get ready for the next day during the last hour or so of your current day. Make a list of prospects to contact the next day and study their background to better prepare you.
- 4:30 -5:00 pm: Get ready for the next day
Use this time to prepare for the next day, especially if you are doing a sales presentation. Organize whatever is needed to make the next day easier for you.
- 5:00 pm: Commute home
You are done with the day. If you are commuting home, listen to cool music to unwind or whatever that helps you relax before you get home.
It is important to note that every salesperson, sales organization, and client profile is unique. So, SDRs should follow a schedule that suits them and generates the maximum income levels for their companies.
Best practices for SDRs
When making future appointments, be thorough. Don't hastily write
on post-it notes, that can be ineffective.
Spend some time each day with your colleagues. This can inspire you
and foster a pleasant work environment.
Try out several routines to see which ones suit you the best. The
important thing is to arrange your time and stick to a workable plan.
The job of an SDR requires a lot of work so It is advised to get at
least eight hours of sleep each night
Get ready for the next day before going to sleep. Prepare meals, get
your clothing ready, etc. This saves time the next day.