Sales Development Representative

Location

Indore | India

Job description

Job Summary: The Sales Development Representative (SDR) will generate new business opportunities by following proven processes to develop leads into qualified prospects. The SDR will identify, research, and target lists of companies, and develop email and telephone campaigns to generate new business opportunities. Additionally, the SDR will conduct conversations with decision-makers, influencers, etc about their business needs. The SDR will properly hand off qualified prospects to BDRs and will oversee prospects' progress until close.

Primary Job Duties:

• Research the web to generate prospect lists.
• Data entry in Excel to import to various sales technology tools
• Make strategic outbound calls
• Learn and execute proven processes to generate new sales opportunities
• Follow Sales cadences
• Strategize with top-producing BDRs
• Engage BDRs in targeted prospect accounts
• Orchestrate discussions with senior executives around their business needs
• Nurture and value new leads that turn into qualified prospects for our sales team
• Identify and overcome objections
• Manage and maintain a pipeline of interested prospects
• Leverage CRM tools to prospect
• Methodically prospect, educate, and qualify outbound & and inbound leads via phone and email to create sales-ready opportunities
• Research accounts to understand needs, enable effective follow-up, and generate interest 
• Become a credible resource and develop trusted relationships with prospects 
• Collaborate with marketing program managers to support successful outbound campaigns 
• The team closely with BDRs to research, nurture and penetrate target accounts 
• Disseminate opportunities to the sales team, educating representatives as necessary about the opportunity 
• Successfully manage and overcome prospect objections 
• Track all prospecting and lead management activities in CRM 
• Proactively look for opportunities to improve, and optimize end-to-end lead management and other sales and marketing processes 
• Consistently achieve qualified opportunity quotas to ensure revenue objectives. Will have an assigned vertical. (Homecare Franchises) 

Knowledge, Skills & Abilities

• Able to efficiently organize work activities to meet daily and weekly deadlines to meet/exceed expected Sales goals
• Practice excellent communication skills
• Demonstrate time management skills, and the ability to prioritize and identify critical tasks
• Able to juggle return calls quickly and efficiently
• Self-motivated
• Strong organizational skills
• Ability to work independently
• Must be hard-working and work well within a team

Preferred Qualifications:

• A commanding desire to learn and succeed in Sales
• 2+ years of Sales or related Market/Business experience
• CRM experience is a plus
• Bilingual level 8.5 out of 10

Summary: Reps need hundreds of live connects before they are truly ramped. The faster they get there, the better.

Reps should be on the phone making dials by the end of their first week. There should be short sessions woven in between classroom training, one-on-one meetings, and independent study. Let them make some calls on Friday afternoon and reflect over the weekend.

It doesn't go crawl, walk, run. It goes fall, crawl, face plant, walk, stumble, and run. Expect to screw up. Yes, it'll be humiliating, but you'll forget it in no time.

The SDR very often has the first (and therefore most important) opportunity to make a positive impression on a prospect so you will be responsible for ensuring a positive experience that will set the stage for effective sales follow-up. Armed with a proven track record as an SDR, this person will have the opportunity to move into a team lead role. It's a great path to a fantastic career in sales, business, and consulting.

• What does a company in our sweet spot look like
• Which functional areas and titles should the SDR team call
• What common challenges do those prospects face daily
• How are they currently addressing

Your sales development group's ability to execute comes down to three things:

1. The speed at which your reps ramp.
2. How intelligently reps speak to prospect business challenges.
3. Your group's effectiveness at reaching and engaging prospects

CHUNKING: It's easier to learn a new subject in bite-sized chunks. When you overwhelm someone, information isn't readily absorbed. You have to break the material down into smaller, easier-to-absorb blocks. For example, learning about all the different prospect personas involved in your sale can be overwhelming. Expose new reps to each persona— one at a time. Paint the picture of how they relate to each other and form the org chart.

Decide what's essential to learn now versus what can wait. It does little good for new reps to learn features and benefits before they learn about prospect pain and the implications of the status quo.

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Salary