Lisa explains that the role of SDR is the key that opens every sales opportunity. She values and empowers those who join this professional career.
Today, she explains the 5 key points for an SDR and that she shares with each new member of her team –
Make the most of your time
In sales, there is always work to do. There are always calls to make, prospects to pursue or relationships to develop. It can be overwhelming, especially if you’re new to sales. But successful SDRs know what to prioritise and when.
Since the primary goal of an SDR is to find new clients, most of your time should be spent prospecting or preparing for it.
To maximise your selling time, find ways to organise your daily schedule. For example, collect names, emails, and phone numbers from prospects. A good way to get started in the role is to familiarise yourself with Salesforce/HubSpot and other tools like Lusha, LeadIQ and LinkedIn, which will make that process easier and faster.
Create daily activity goals
By having a set quota, you may think that you already have a clear objective, but you need to dig a little deeper to make sure you reach that quota.
Do you know the figures you have to reach each week to meet your quota? And each day? And most importantly, do you know what activities you have to do each day to stay on track?
For example, your monthly quota consists of generating 15 first meetings. With an average of 20 business days in the month, that means you need to schedule around one meeting each day to stay on track.
But let’s break it down even further. If you start a conversation with 1 out of 10 people you call, and if you turn, on average, 1 out of 5 of those conversations into meetings, then you need to make 50 calls a day to meet your quota.
Be a passionate expert on our product
You must know, live and breathe the product so that you can easily explain to others how it will work for them.
Dive into the details of our product, ask your colleagues questions and seek to understand customers. We are not talking about knowing all the technical specifications, although you should also know them over time. You have to know how the product influences the lives of your customers and what problems it solves. Develop a passion for the product (and how it can help your customers), and you’ll have a much easier time selling it.
Become a master of communication
Sales are based on communication: with the potential client, with your team and with your boss. For some, communication skills come easier than for others, but whatever your communication skills are right now, you should always work on improving it.
Start by mastering these 5 key sales communication skills:
- Listen more, talk less
- Send clear and concise emails – use email templates
- Use different channels comfortably (phone, email, social networks, etc)
- Avoid sounding like a salesperson (by listening more you will become a consultant / friend who offers simple solutions)
- Ask for feedback
Make cadences your best friend
One of the best things you can do to be more successful as an SDR is to use cadences.
To track your performance, create daily activity goals for yourself so you know exactly where you are in relation to your quota. By doing this, you’ll focus your attention on the activities that will really get you closer to your goal, and your odds won’t seem as overwhelming.
By following Cadence-Tasks in Salesforce, prospecting will be easier and you will stay on top of all your accounts.
Sales cadences make communicating with your prospects easier by giving you a clear structure of what emails to send and what calls to make, and allows you to take personal control whenever you need it.
Do you remember tip number 1? If you want to be at the top of your SDR game, make sure cadences are your best friend.
How do you know if you had a good day? Easy, if you have asked a colleague for help more than 10 times during the day, then you have had a good day and you will have learned a lot… Otherwise, by not asking questions, it is most likely that it will take you longer to adapt or, in the worst case cases scenario, your SDR experience will not be successful.
No doubt we will all share these points in the future!
Find out more SDR tips. Here’s our top 8 tips to become the superstar in your team.
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