Where do SDRs fit in the DIYguru organization structure?
The SDR role is usually an entry-level position. In a sales department, the SDRs are the base level –they touch every lead and filter out the ones that aren’t good fits.
After speaking to an SDR, qualified leads move to higher level sales reps like account representatives (ARs) or account executives (AEs).
We are India’s first DIY learning platform started from IIT Delhi, working to promote maker’s culture in India. We provide DIY project-based courses and practical skill learning material in the field of energy, automobile, Electric Vehicle, Aerospace, Robotics, drones, and 3D printing on our website by emphasizing on learning-by-doing (active learning). We are here to create informal, networked, peer-led and shared learning motivated by fun and self-fulfillment. We have maker’s spaces, where students and working professionals can come and innovate, create and learn by doing experiments and playing with machines. We are here to create a shift from the traditional theoretical learning approach to a practical learning approach.
About the Job:
Please note that this is a work from home internship of 2 months with stipend of 10,000 INR + Sales incentives with pre-placement offer based on sales performance. Added Perks – Job Experience Certificate, Letter of recommendation, Flexible work hours.
What skills do you need to apply for this position?
To be successful, you need skills in 4 areas:
- Engineering Course knowledge ( See all the courses we offer)
- Organization and time management
- Resilience and determination
- Conversational skills
1. Course knowledge
It’s hard to answer questions about something you don’t understand. It’s even harder to sell that thing if you can’t explain the benefits or the features.
Successful SDRs never stop learning about their product or service. They have to be knowledgeable on what they’re selling. This doesn’t happen overnight, and the learning process doesn’t end.
How do you become an expert on your product?
In-house product training is great for the basics, but sales reps need to go deeper to be effective.
2. Organization and time management
SDRs have a lot of leads to get through, and a lot of details to keep straight. Strong organization and time management skills are a must.
The best SDRs have a system to keep everything straight:
- They use the tools like CRM and online notes to organize their leads
- They use naming conventions to prioritize leads
- They set follow up tasks for themselves, and they follow up
- They’re on time, every time
The most important aspect of SDR organization is the repeatable process. The sales cadence helps, but the best SDRs create a system that they can repeat for every lead.
When a new lead comes in they know what they have to do and what order to do it in.
This might look like:
- New lead comes in
- SDR scans the lead for important details
- Name, email address
- Job title
- Key goals or reasons for becoming a lead
- Research on LinkedIn and the prospect’s website
- Call ASAP, leave a voicemail if no answer
- Follow up email
- Set a reminder to follow up later today, tomorrow, or both
The process is refined with time and each repetition. With organization comes time management. When work is organized, you know what you have to do and when you have to do it. Time management follows from there.
If you can’t fit it all in, iterate your processes as needed.
3. Resilience and determination
SDRs hear “no” more than the average human. They’re good at shaking it off and pushing forward. A lead that isn’t qualified isn’t a loss – SDRs qualify prospects, so turning down people who aren’t a good customer fit is part of the job.
SDRs have a strong desire to improve. To push past “nos,” SDRs use:
- Voicemail scripts
- Email outreach templates
- Tone of voice
- Wording of certain questions
Effective SDRs self-analyze. They know their strengths and weaknesses and work on them. They’re willing to try something new, and to be uncomfortable if it means improving.
SDRs are coachable. Sales managers want their reps to perform and have suggestions. Coachability is a skill–instead of taking feedback personally or getting defensive, they’ll say,
- “I’ll try that.”
- “I never thought about it like that.”
- “What can I do?”
- “How would you improve this area?”
And then they follow up. Just like they would with a sales lead. Strong sales reps put suggestions into practice, work on what was suggested, and take advice.
4. Conversational skills
The phone is the portal to an SDR’s paycheck. It makes them money if they know how to use it.
You see “Incoming Call”. SDRs see “$$$”.
Sales conversations are high stakes. Say the right things and your paycheck grows. Say the wrong things and the prospect wants to talk to your manager. Yikes.
It’s a common misconception that sales reps do all the talking. In reality, the best sales reps listen. The breakdown of a sales conversation should be 70% listening and 30% talking by the SDR.
Active listening is key. Active listening means sales reps:
- Concentrate on what the prospect says
- Listen until the prospect finishes
- Don’t interrupt
- Take a moment to understand
- Respond and remember what is being said.
Ideally, prospects feel like they’re having a conversation. They feel comfortable and provide more information.
Sales reps need to qualify leads and get certain questions answered. But sales calls are conversations, not interviews. Prospects often need a few moments to collect their thoughts – and great SDRs give them those moments by consciously pausing (for at least 3 seconds) before speaking again.
Long pauses can feel like an awkward silence to the sales rep, but the prospect feels like the SDR cares about their answer and about their business. They have time to say what they’re really thinking, and feel like those thoughts are heard.
Some conversations involve asking hard questions. An SDR might have to ask a question that speeds up their heart rate.
- “Is this project a priority or should we talk down the line when it is?”
- “What are your budget expectations for this? Do you have funds allocated for this?”
- “Are you the decision maker on this?”
- “What exactly does your business do?”
Sometimes (most times) the prospect doesn’t answer the phone. SDRs need to leave voicemails that are effective in getting a call back.
Voicemails are tricky. You have 20 seconds or less to:
- Tell them who you are
- Tell them why you’re calling
- Be memorable
Leaving a good voicemail takes practice. Great SDRs start by rehearsing a script until it sounds natural, like the way they would talk. Then, as they try it out with prospects, they make tweaks to fit their own personal style.
In addition to voicemail and phone skills, SDRs write a lot of emails. Email writing also requires practice and authenticity. The best emails use conversational language.
What will you do?
The main job responsibilities of an SDR are:
- Connect with as many leads as possible
- Educate and qualify the leads they connect with
A number of things go into each responsibility, but at the end of the day what matters is the number of qualified leads SDRs move through the sales process.
Sales development representatives don’t (usually) close deals. They tee-up prospects for their colleagues to close.
1. Connect with as many leads as possible
The first step is getting a lead’s attention. SDRs have a few different methods of making contact:
- Phone calls
- LinkedIn connections
- Direct mail
- Personalized video
- Social media messages
SDRs try anything and everything until they find what works.
What sets the great SDRs apart? They’re great at making first contact. One strategy that top SDRs use is customer research. Customer research breaks down into 2 categories:
- Market research
- Individual prospect research
Market research is the process of defining a target audience. It’s pinpointing the ideal customer and knowing what problems they have that you can solve. This information guides SDRs in their outreach and conversations.
Individual prospect research is the process of learning about a specific lead. Preparation gives confidence and shows prospects that the SDR has taken the time to understand them. It builds rapport and credibility.
Social media sites like LinkedIn make it easy to do research. These sites give information about the business and the prospect’s individual role and responsibilities.
Beyond social media, a Google search gives newsworthy information about their business and a visit to their website fills in any holes.
A company’s website tells the SDR key information like:
- Who they are
- What they do
- How they do it
- Why they do it
- Where they’re located
2. Educate and qualify the leads you connect with
The SDR qualification process has two components:
SDRs learn from their prospects before they send them ahead to the next step in the sales process.
Sales reps are trained on what makes a good customer fit. If a prospect’s information matches up with the profile of a good customer, then the prospect moves forward.
SDRs also educate by answering a prospect’s questions. They answer questions about:
- Can your product or service do what they need?
- Technical details
- “How do I change my “sent from” email address?
- Plan structures
- What features come on what plan? Can this be altered? Are there special variations?
- Features and benefits
- “What’s the difference between X and Y?”
- “What’s the point of predictive sending?”
- Past customer success
- “Do you have any clients in the education & training industry?”
- “Have you ever worked with a industry 4.0 business before?”
- “What happens after I sign up?”
Educating prospects is an exercise in overcoming objections. Sales reps have to answer questions in ways that educate and entice the prospect.
Ready to Apply for this Post –
Send us an email at [email protected] with subject line – “Application for SDR” with your updated resume and cover letter. Application without a proper cover letter will be rejected. Also, mention the following details –
- Why you should be hired for this position?
- What’s your previous experience?