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What does a Sales Development Representative do?

Photo of Brenna Goyette
Brenna Goyette
Certified Professional Resume Writer, Career Expert

Published 4 min read

A sales development representative is responsible for generating new business opportunities by researching and identifying potential customers. They contact potential customers through cold-calling, email, and social media to introduce the company’s products or services. They also qualify leads and schedule appointments for sales meetings. In some cases, they may give presentations or product demonstrations.

Sales Development Representative job duties include:

  • Actively seek out new sales opportunities through cold calling, networking, and social media
  • Set up meetings or calls between prospective clients and the sales team
  • Build and maintain relationships with potential clients
  • Understand customer needs and requirements
  • Assist the sales team in identifying potential customers
  • Research and generate leads for the sales team
  • Follow up on leads generated by marketing campaigns
  • Track all activities in customer relationship management (CRM) software
  • Support the sales team in closing deals

Sales Development Representative Job Requirements

A Sales Development Representative (SDR) is responsible for generating new business opportunities through outbound prospecting and inbound lead follow-up. The SDR role is an important step in the sales process as they are the first point of contact with potential customers. To be successful in this role, one must have excellent communication and organizational skills, as well as a strong understanding of the sales process. A bachelor’s degree is typically required for this role, as well as 1-2 years of experience in sales or customer service.

Sales Development Representative Skills

  • Prospecting
  • Cold-Calling
  • Lead Generation
  • Appointment Scheduling
  • Database Management
  • CRM Utilization
  • Outbound Sales
  • Email Marketing
  • Social Media Prospecting
  • Sales Processes
  • Pipeline Management

Related: Top Sales Development Representative Skills: Definition and Examples

How to become a Sales Development Representative

Sales Development Representatives (SDRs) are the entry-level sales role in many organizations. The SDR role is to generate new business opportunities by following up on leads and prospecting into target accounts.

To become an SDR, you will need to have some basic sales skills and be able to use a CRM (customer relationship management) system. Many organizations require that SDRs have a bachelor’s degree.

Once you have the necessary skills and qualifications, you can apply for SDR roles at various organizations. To increase your chances of being hired, it is helpful to network with people who work in sales and to research the specific organization’s sales process.

Once you are hired as an SDR, you will need to undergo training on the organization’s products or services and on how to use the CRM system. After completing training, you will be responsible for generating new business opportunities by following up on leads and prospecting into target accounts.

To be successful in this role, it is important to be organized, self-motivated, and persistent. It is also important to build strong relationships with potential customers and to understand their needs. If you can successfully do these things, you will be well on your way to becoming a successful Sales Development Representative.

Related: Sales Development Representative Resume Example

Related: Sales Development Representative Interview Questions (With Example Answers)

Editorial staff

Photo of Brenna Goyette, Editor


Brenna Goyette

Expert Verified

Brenna is a certified professional resume writer, career expert, and the content manager of the ResumeCat team. She has a background in corporate recruiting and human resources and has been writing resumes for over 10 years. Brenna has experience in recruiting for tech, finance, and marketing roles and has a passion for helping people find their dream jobs. She creates expert resources to help job seekers write the best resumes and cover letters, land the job, and succeed in the workplace.

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