SDR Best Practices: The Ideal Day Of A Sales Development Representative

An SDR's responsibility is to focus on inbound lead qualification and qualifying prospects.
The ultimate goal in most cases is to set up qualified sales meetings and sales accepted opportunities. ๐ค But there is more to it.
Most folks think its easy and mention in the same sentence that there are only a few things that you have to do. Really? Because as an Sales Development Rep you "only" have to: ๐
โข Learn tons of terms (MRR, ARR, ACV, CAC, SKO, PIP, KPI, ...)
โข Learn how to prospect
โข Learn how to do phone calls
โข Learn how to use social media like LinkedIn
โข Learn how to qualify your prospects
โข Learn how to communicate with video
โข Learn how to communicate live
โข Learn how to ask great questions
โข Learn how to manage your pipeline and leads
โข Learn how to work with the CRM
โข Learn how to manage your AEs and sales managers
โข Learn how to handle objections
โข Learn how to adapt your voice
โข Learn all the products, industries, and use cases
โข Learn how to manage your emotional state.
โข Learn how to follow processes.
โข Learn how to build up your own structure.
โข Learn how to balance quantity vs. quality.
โข Learn how to get productive within a week.
โข Learn how to do a lot of things by yourself.
โข Learn how to do 1,000 other things in the shortest period of time.
oh and on top you ๐๐ต๐ผ๐๐น๐ฑ ๐ฏ๐ฒ:
โข motivated every single minute
โข goal-oriented, funny, smart everyday
โข focussing on your goals
โข in your best state every day
The point is.. being an SDR isn't easy but you can make it easier by having the right structure... every day!!
SDRs get leads typically from marketing via
Inbound inquiries
Content downloads (e.g. whitepaper, case studies, etc.)
Webinar attendance
Demo requests
And as an SDR you respond to leads very fast, ideally in minutes. โก
Tools like LinkedIn, ZoomInfo, Lusha etc. help you to qualify a prospect better. Automation software like Hubspot or Lemlist then helps you to connect with those leads faster.
Why is structure so important?
Without structure and daily routines, you won't be successful
Consistency and discipline are key to success.
Imagine Arnold Schwarzenegger not having a clear daily structure when he trains, eats, and rests.
--> And thatโs exactly what you as a Sales Development Representative and Business Development Representative need as well.
Expectations & Goals
Without a Goal, you end up nowhere
๐ฏ The daily structure starts with your goal - daily goals: Set up 1 meeting - weekly goals: Generate 2 new Sales Opportunities - monthly goals: Generating 4 SAOs
๐ก Measure often to change often Monthly measurement, monthly feedback, and change Daily measurement, daily feedback, and change
Learn more about the ideal daily metrics & activities for Sales Development Representatives in our Playbook.
The Ideal Day - Metrics
These are the metrics you get paid on. Metrics are heavily dependent on your average deal value.
Assumption here is an average deal value of โฌ20k.

The Ideal Day - Activities
Activities are also heavily dependent on your ideal customer profile and target group.

*) Split between Email, LinkedIn and Phone Calls heavily depends on your industry and target group.
*) Assume 5-20 minutes per activity, depending on automation and target group
The Ideal Day
If you don't know what you do on a daily basis, then you are not going to be successful. Use the structure below in case you have none yet. It is proven by leading companies and you will see that success will come if you stay consistent.
BUT there is also a lot more to consider. Especially the HOW. how you build it up. where do you find the leads, how do you call them, how to do social selling, how to manage everything in the CRM.
Learn more about the ideal day and how to implement it in our full playbook at playbook.kickscale.com

One more thing, if you want to increase your win rate, then download the sales meeting cheat sheet
Here are some more sales resources you might be interested in:
Comments