A Sales Development Representative (SDR) plugs in front of your sales team and generates qualified leads for your sales team to close and also responsible for outbound sales prospecting.
Another way to understand the role of a Sales development rep (SDR) is that the SDR holds the same value as your SEO campaign, Google ads campaign and Social media campaigns. All these campaigns are in place to generate more leads for the sales team, the SDR is in place to do the exact same thing, generate more ready to close leads for the sales teams!
How does a Sales Development Representative generate qualified leads?
The SDR will call a lead list either provided by the client of current clients, current lead database or custom generated by a lead scraper for this particular campaign. A good general example of this would be that the SDR calls 100 prospects, books 2 qualified appointments for the sales team, gets 5 follow-up calls, sends about 50 emails, leaves another 25 voicemails and gets 5 prospects to sign up for the newsletter.
You may only see two appointments booked for the day but there is so much more that is happening in the background. By the time your SDR campaign reaches day 90 he is now able to call 200+ prospects a day, generate 4 qualified leads etc. A successful SDR campaign aggregates over time and peaks in about 90 days. At this point all you have to do is start adding new reps to your Sales development team to generate more leads for your sales team. Just imagine 10 agents generating 40 fully qualified leads per day equal in value to an inbound lead from a Google Ads or SEO campaign.
Benefits of a Sales Development Representative:
A great sales development rep is a powerful machine that can generate unlimited qualified leads for your sales teams.
- Quick deployment: A Sales development rep can be up and running in under 48 hours. As long as the Rep is a professional and part of an experienced sales team it’s easy to be up and running for any client and business vertical.
- Faster results: You will start getting qualified leads fed to your sales team usually within the first week. The campaign will generate peak results in about 90 days.
- Easy to scale: You can easily scale a peak performing business development campaign by simply building a team of Sales development Rep. Imagine going from 1 SDR to 10!
Things to look out for when launching a Sales Development campaign:
If you are new to the sales development arena keeping an eye on the following points is key.
- Work with an experienced team: Working with folks who specialize in the business development field is key for best results.
- Quality of the call sheet matters: if you have not hit your client list in a while it is the lowest hanging fruit. Do you have a list of people for the Rep to call every day? If not then hiring a lead scraper to buddy up with the SDR is a great strategy. In 22 days the scrapper will have built a list of 2200 qualified prospects for the SDR to hit.
- Feedback for your Sales Development Rep: Daily feedback loops in the first 90 days of a new campaign is a great rule of thumb. You cannot hire a Rep to represent your business and leave them to fend for themselves without any leadership. The more time you spend with your Rep the better they represent your brand. Focus on your call track, look at every email being sent out to the leads and listen to the call recordings provided by your SDR team
It’s extremely important to launch a focused outbound campaign for your business in 2020. We at RepStack are redefining how local businesses and startups are opening up the sales floodgates and hit sales targets. Contact our team today if you want to learn more www.repstack.co